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cover of episode #27 Chris Voss: The Art of Letting Other People Have Your Way

#27 Chris Voss: The Art of Letting Other People Have Your Way

2018/1/3
logo of podcast The Knowledge Project with Shane Parrish

The Knowledge Project with Shane Parrish
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Chris Voss：本书作者，前FBI首席国际绑架谈判专家，分享了其在高风险谈判中的经验和技巧，强调了情绪智商、积极倾听、同理心以及一些具体的谈判策略，例如让对方先开口、使用标签式提问、引导对方说'不'等。他认为，成功的谈判关键在于方案的执行，而非简单的达成一致，并批判了'妥协'和'BATNA'等传统谈判策略的局限性。他还分享了在与不同类型的人（例如分析型、直接坦诚型、友好型）沟通时的技巧，以及如何处理谈判中可能出现的负面情绪和挑战。Voss强调，在谈判中，要先解决负面问题，才能谈及正面内容，并指出寻找损失是理解人类行为的关键。他认为，人们害怕以新的方式失败，因此在谈判中要直面负面问题，并利用对方的恐惧心理来达成目标。Voss还分享了在日常生活中，例如与孩子沟通时，如何运用这些谈判技巧。 Shane Parrish：访谈主持人，与Chris Voss就其谈判技巧、经验以及相关理论进行了深入探讨，并就一些具体的案例和问题进行了提问，例如BATNA、高锚定策略、妥协、以及在不同情境下如何运用情绪智商等。Parrish还就Chris Voss的个人经验、职业生涯以及对未来职业发展的建议进行了提问，并探讨了在人际关系中如何运用谈判技巧。

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Chris Voss discusses his accidental journey into becoming an FBI hostage negotiator, starting from his early days in law enforcement and his initial misconceptions about the role.

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Negotiation expert Chris Voss teaches a masterclass on the art of negotiation. Chris is the former lead international kidnapping negotiator at the Federal Bureau of Investigation.

 

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