Voss argues that When someone says no, they feel in control and safe. By framing questions to trigger a "no" (e.g., "Is it totally ridiculous to ask for a Friday deadline?" ), you lower their guard and open the door to real progress. The "Black Swan" Theory
One of the most counterintuitive lessons in the course is Voss’s disdain for the word "Yes." Most negotiators try to trap people into saying yes, which makes people feel defensive and wary. MasterClass - Chris Voss - The Art of Negotiati...
This involves repeating the last three words (or the critical one to three words) of what someone just said. It sounds simple, but it creates a "connective tissue" that encourages the other person to elaborate without them feeling pressured. Voss argues that When someone says no, they
Voss’s strategy isn’t about being the loudest person in the room; it’s about being the most observant. Two of the most famous tools he teaches in the course are and Labeling . This involves repeating the last three words (or
The course takes its deeper insights from Voss’s book, Never Split the Difference . He introduces the concept of the —a piece of information that you don’t know exists, but if uncovered, changes everything.