Tactical Empathy is Key: Tactical empathy involves understanding the emotions and perspectives of others in order to influence their decisions. By actively listening and showing genuine concern for the other person’s point of view, you can create a connection that makes negotiations smoother.
Mirror and Label: Mirroring is repeating the last few words the other person said to build rapport, while labeling is identifying and verbalizing their emotions (e.g., “It seems like you’re frustrated”). These techniques make the other party feel heard and encourage them to open up, facilitating better communication.
The Power of “No”: Voss emphasizes that “no” is not a rejection but an opportunity for further clarification and negotiation. People feel more secure when they can say no, and it creates a space for deeper understanding and more favorable terms.
Use the “Accusation Audit”: Before entering a negotiation, preemptively address any negative assumptions or concerns the other party may have. Acknowledging potential objections or feelings (e.g., "I know you might think I'm just here to push my agenda...") reduces defensiveness and creates a more collaborative atmosphere
Bend the Reality with Anchoring: Set a high, but realistic, initial offer (anchoring) to influence the negotiation. The first number or proposal introduced can frame the rest of the discussion, making the other party more likely to negotiate within that range.
Create the Illusion of Control: By asking open-ended questions like "How am I supposed to do that?" or "What’s the best way forward here?", you allow the other person to feel like they’re in control while still guiding the conversation toward your desired outcome.
The 7-38-55 Rule: According to Voss, effective communication is not just about what you say, but how you say it. 7% of communication is verbal (words), 38% is vocal (tone, pitch), and 55% is non-verbal (body language). Being mindful of these aspects can help you convey confidence and empathy.
“That's Right” is the Key to Agreement: Instead of pushing for a “yes,” aim to get the other party to say “That’s right.” This indicates that they feel understood and are more likely to be willing to cooperate with your terms because they feel validated.
Use the "Black Swan" Concept: Black Swans are unexpected, game-changing pieces of information that can dramatically alter the course of a negotiation. Always be on the lookout for hidden or overlooked details that could give you leverage and improve the outcome.
Negotiate for Fairness: People want to feel they are being treated fairly, so aim to present solutions that sound reasonable and just. Rather than demanding something, focus on creating solutions that appeal to both parties’ interests, which helps build trust and goodwill.
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