Chris Voss, a former FBI lead hostage negotiator, is a master of negotiation. He has spent more than 24 years of service with the Federal Bureau of Investigation. During most of that time, he was the lead negotiator dealing with the most dangerous criminals across the globe. These criminals were involved with international kidnappings, and Chris was responsible for safely securing the release of these hostages. He has gained many effective negotiation strategies and skills during his service with the FBI and later in the private sector and government. His strategies are designed to resolve conflicts and conclude with successful business negotiations.
Mr Voss has outlined his own 7 Principles of Negotiation. Let’s take a moment to understand his process for successful negotiation. We can learn from these principles to apply in our businesses:
- Begin with an accusations audit.
- It is in the best interest to use active listening to examine the motivational factors of the other side.
- Apply empathy with the other side.
- Examine the other side’s speaking patterns.
- Observe the body language of the other side.
- Keep the other side away from speaking with dishonesty.
- The win-win situation is the preferred outcome.
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