I tried this technique with my landlord and now HE IS PAYING ME to live in his apartment building. Thanks!

@haydenstrabel7431

3 жыл бұрын

Ur fuckin high dude

@gavinhanson9213

3 жыл бұрын

I tried this with my weed dealer & he gave me $2000 & a free pound!

@Mo-tn7lv

3 жыл бұрын

😂😂😂

@curtiscarpenter9881

3 жыл бұрын

You need to turn this into a career, seriously, focus on a skill and let it become it's own job role.

@calvinrivera49

3 жыл бұрын

I paid the prostitute to fuck me!

My father always told me during negotiations never let their problems become your problems

@just_icethereal

4 ай бұрын

Very interesting

"That chocolate bar will be 89 cent please." "It seems your very passionate about chocolate, but how am I supposed to do that when I've only got 40 cent?" Me, a 28 year old

"This appartment costs is more than I earn. How am I supposed to pay?" "You're not. You're supposed to be in an appartment you can afford and I'm supposed to get the fair value for my appartment."

@CobraAquinas

4 жыл бұрын

Exactly, I mean Come on. This book is gonzo fiction lol.

@amex4453

4 жыл бұрын

okay , I'm moving out sir...lmao

@electronrecycler1072

4 жыл бұрын

Argument over

@user-xg8yy7yl1d

3 жыл бұрын

Rent increases are different especially since in many places you cant really increase rent until a contract is up for renewal anyway because leases have to be in a form of "tenant will pay X amount for X number of months in order to stay here" its fixed for the term legally. It helps if youre a good tenant and especially if youre a great tenant and the landlord has had bad ones in the past. It can be pretty easy actually rather than to come and say "how can you do this!!!" to come and say "I understand you probably have reasons like increased tax etc right? but how am I supposed to stay here with the increase that I cant afford?" Knowing that you could find another place for his previous price or cheaper and knowing youre a reliable tenant vs some unknown new tenant who could be crappy the landlord likely will be open to the idea of "ok how do I keep this tenant around?" Remember the free market is all based on price negotiations risk reward etc. Fair value is all down to what people will agree to pay for a good or service I would say in essence negotiation is what makes a free market system go around.

@user-xg8yy7yl1d

3 жыл бұрын

@Agent J I was just telling OP about his statement about "fair value" in reality "fair value" is what you can get someone to pay

Landlord : How ? Thats not my problem

@nobodygh

5 жыл бұрын

If your landlord says that it means you haven't empathised with him yet. Make sure that feels understood before you try to make yourself understood

@thlpapa

5 жыл бұрын

@@nobodygh I think that this is a BS tactic, and in the case of landlords, especially in cities that are overpopulated, you are more or less fucked. Its a matter of power, and in this case the landlord has the power and doesn't give a fuck if you cant pay the bills. If there is demand for his flat, he will find a tenant that can pay the bills, and you can go find a place that is cheaper. Empathy is good to show rapport and that you have emotional intelligence, but especially in business, negotiation is a matter of what you can offer, and how this value is appreciated by the other side.

@nobodygh

5 жыл бұрын

@@thlpapa If you can establish a cooperative relationship with your landlord, you will be able to strike a win-win deal with him. However, it takes empathy to build such a relationship, and it's on you to ensure that you're not just a number to him. If you're just a number, you can forget about any type of negotiation, in which case the video doesn't apply

@ToniGromann

5 жыл бұрын

Hey Landlord, it seems like a steady income of rent, is what you appreciate from your business endeavor. You will clearly understand that when I stop paying and set your place on fire when I leave might course you unnecessary troubles :D

@animewatch4213

5 жыл бұрын

I will be dead if you are my negotiator in a hostage crisis.

I would argue that most landlords who request additional rent are fully prepared to have the current tenant walk and is often a tactic to get tenants out in the first place.

@SuperQdaddy

5 жыл бұрын

Very true...but tenant will stop paying rent..and it will take up to 6 months to get them out in nyc....sad but true and tenants know this game

@GUPPYKIWI

5 жыл бұрын

"...She said that don't confront me Long as I get my money next Friday" LOL

@glo1168

5 жыл бұрын

I don’t know why everyone seems to be missing the core key concept of his negotiation style: *force reciprocate their empathy*. Yes, anyone making an unfavorable offer is likely in a position of power and has already mentally prepared for confrontation/resentment/other options if they walk. It may even be purposely unfair for reasons like you stated or other insult. But gaining their empathy changes all that. You may not get always the optimum outcome you desire but they will certainly be less committed to shafting you, and much more inclined to work something out.

@anubhavhere6160

4 жыл бұрын

thats not a negotiable scene, so, this doesnt work here.

@cohendi-decipher4291

4 жыл бұрын

Belkenator one who has the belief that they can’t what they wants in a negotiation has no self-concept and do no value their own opinion. For lock of better words: it’s call low self-esteem.

Tactical empathy: the ability to tell the other party to go to hell, in such a way that they look forward to the trip.... But then, you don't take into account that the other party has the power to walk away.... Rule # 1. NEVER enter into negotiations without the power of walking away.

@scottmerritt9877

3 жыл бұрын

Have your BATNA ready before the negotiation . BATNA=Best Alternative To a Negotiated Agreement.

@yvng-juvi7907

Жыл бұрын

Thank you

@fusion3397

2 ай бұрын

😊😊​@@yvng-juvi7907

Here's how the conversation between Chris Voss and the students went: Chris: I understand studying in Harvard is difficult. Student: *That's right* Chris: Give me all your money. Student: Here it is.

@rezneba101

5 жыл бұрын

Yeah, I came here for the conversation between chris and the students... I want to see and hear those negotiations where he took all the money. Not some deductive explaining.WE WANT CHRIS

@GraveUypo

5 жыл бұрын

lol, yeah. something like that.

@andruha1067

5 жыл бұрын

Hahahaha

@roshanreddy2429

5 жыл бұрын

Lol

@aarlowhammerbackk9595

4 жыл бұрын

Harvard students are used to spending money they didn't earn (liberalism). Why trouble themselves with true negotiations?

The other students have read all the cutting edge negotiation literature, but have not come across this use of empathy? I don't buy it.

@themanfromvolantis

5 жыл бұрын

Also, if someone is an expert at something, why are they studying it? Do they do degrees in negotiation?

@correctionguy7632

5 жыл бұрын

@@themanfromvolantis likely in sales

@themanfromvolantis

5 жыл бұрын

wittyahole - Aah ok. Fair enough then. Professionally i am a ruthless negotiator but personally i am hopeless. Professionally, the landlord woulda paid me to live there. Personally i woulda ended up paying him 2000 rather than 1500. Low self esteem most likely.

@GTTalera

5 жыл бұрын

Tge experiment was set up unfairly. Yea, let's suppose those students studied the latest books and whatnot. That doesn't make one an expert. How would Chris Voss negotiate with seasoned bussiness men with decades of experience?

@droptozro

5 жыл бұрын

There's more to negotiating with someone who's not as emotionally intelligent as Chris. He explains pretty well in the book. But I agree that the "How am I supposed to do that?" question wouldn't work on me most of the time I believe. Every time I heard that in the book I'd just think of replying "Not my problem" because it's easy for me to see the boundary. This book does give great explanations and practical tips on how to practice empathy and listening skills though. Probably the best I've read so far. His first tactic is to practice mirroring someone in a genuine manner. It works like a charm and helps you focus on their words rather than your own thoughts.

"hmm.. how about you work a bit overtime or get a second job? Or yeah, go ahead and rent that cheaper appartment nearby, because I've got six parties interested in the appartment for 1500. Glad that is not a problem for you." I'm willing to bet that is pretty much how things go 9 out of 10 cases, emphasizing or not...

@aneeshprasobhan

5 жыл бұрын

true af

@onetwothree4148

5 жыл бұрын

Yeah, everything isn't negotiable. Your landlord may have done his homework and know his price is fair. Your "how am I supposed to" may be an admission that "oh, I guess this place is more expensive than I can afford." Regardless of whether something is really negotiable though, this is still the best card to play. If your landlord is willing to budge, this is your best bet. You never know what is negotiable until you try.

@BrokenSymetry

5 жыл бұрын

While this is true, I'd still say that, if you want any kind of chance renegotiating that rent, this tactic is your best bet.

@geniumme2502

5 жыл бұрын

there never is a negotiation :D they dont even talk to us we just get a letter that states what the new rent is ^^ unless its outside of legal limits we got 2 options - pay or look for something else^^

@geniumme2502

5 жыл бұрын

@excited box hahaa exaccttllyy Where are you from if i may ask? i live in the Netherlands and we literally search our apartments via facebook because the agencies we called were all hanging up after less then 1 minute if i wasnt immediately like "I take whatever you have without seeing it for whatever price it is - wherever it is" they were literally unwilling to show us an apartment that they would earn 1400 euro commission for because it would be too much work.

3:37 "you seem very passionate about treating your patients" - possibly the most generic thing a salesperson could say to a Doctor. Next week in things that didn't happen...

@Ramin233

5 жыл бұрын

PC Principle Remember, it’s not what is said, but how and when. If she spent a whole load of time listening to his concerns and stories, and then said it, it would of course come of well.

@hunterraoulduke

5 жыл бұрын

@@Ramin233 its in the presentation, its saying it the right way at the right time, with sincerity. It's all in the approach .

@wakazuzu

5 жыл бұрын

Susan: "It seems like you're very passionate about treating your patients" Doctor: "No I hate them and I hope they die!"

@pcprinciple3774

5 жыл бұрын

@@wakazuzu yeah actually i just became a doctor because my girlfriend wanted me out of the house more. The planet is over-populated as far as i'm concerned.

@neiltropolis

5 жыл бұрын

Are you for real @ @@pcprinciple3774? Because that's impressive about being a doctor. And the world is over populated. So many hardships.

1. Tactical Empathy - Sincerely Empathize with THEIR situation, then get them to empathize with YOUR situation. Start with "It seems like...", or "It sounds like..." to get a: "That's right" from them - 1:36:00 2. Ask Calibrated Questions - Starting with "How" or "What" to transform a confrontation to a problem-solving session. Ask: "How Am I supposed to do that?" - 5:08:00

Empathy plays a huge role in any relationship irrespective of negotiations. As a student and family counselor, I had heard 1000's hour their problems. Once they feel that they are heard, they start thinking and few sessions later they are more open to change. And the change comes from within. Also in negotiations, the more we listen and understand, we are basically building the relationship

This book has been my favorite read of the year so far. In part, because of I've put many of the suggestions into practice and seen immediate results. Thanks so much for creating this summary!

@Tgogators

2 жыл бұрын

Great audible too! I love listening to parts of it every so often, and en route to a high stakes meeting too.

Excellent video - thank you for summarizing so well! "Being heard" is one of the greatest human needs, and by fulfilling that, every difficult conversation - not just negotiation - becomes a bit easier.

Honestly I'm so Happy I found this channel, it's exactly what I was looking for. I love reading those books, and your summaries are on point. You got another subscriber

Renter- "How am I supposed to pay that?" Landlord- "That's your problem."

@wannaheinhateshislife

2 ай бұрын

It's because you didn't build rapport with him. For me it works 7 times in 10

What will happen if both sides recently read the book?

@ashwadhwani

5 жыл бұрын

Its just BS to waste your time and destroy your character and conscience

@DiscoFang

5 жыл бұрын

You end up splitting each other's difference.

@benjaminrhodes9611

5 жыл бұрын

The stronger negotiator splits lips, not the difference. Never split the difference.

@FolkerHQ

5 жыл бұрын

What if ... Chuck Norris and Van Damme split the difference

@mrvocabulary6794

5 жыл бұрын

My guess is if opposing strategies cancel each other out, the stronger arguments win.

i bet chris voss told the student that if they pay with all their money, chris will share his secrets in real life negotiations based on his extensive experience as fbi negotiator. not just some textbook techniques. when they paid, then chris says, i just showed you.

@aramfingal5180

5 жыл бұрын

Exactly. An FBI "negotiator" can lie his ass off to a hostage taker, and any deal that's made will be considered unenforceable as it was made under duress. You do that in a private sector transaction and you're going to be sued for fraud and breach of contract.

@VegetoStevieD

5 жыл бұрын

Very good point.

@lakshen47

5 жыл бұрын

@@aramfingal5180 Imagine negotiating with someone who has hostages and thinks that exact thing, that you can just lie your ass off. How good a negotiator do you have to be to get the hostages free? This guy is apparently that good.

@aramfingal5180

5 жыл бұрын

@@lakshen47 Well good on him if he got some hostages freed (notice he doesn't give his success rate, only that he was a negotiator; for all we know, most of his negotiations still ended with the hostages' brains splattered on the wall). Regardless, the situations he was in bear no resemblance to the situations an ordinary person would be negotiating in. Criminals are usually stupid, and as another commenter said, a surrounded hostage-taker can't walk away from the table.

@lakshen47

5 жыл бұрын

@@aramfingal5180 He became chief negotiator, so probably a good success rate. And I'm not gonna argue whether or not hostage negotiation is easier than negotiating rent or business deals.

I completely disagree with the "Never split the difference" tactic. Negotiation is a balance between gain and loss. If you have a minimum or maximum price in mind for yourself. Don't share that information. That is YOUR reference point. You negotiate from a place that is halfway between your "buffered/adjusted" reference point and the minimum or maximum set by the other negotiator. That way, you can sacrifice a few dollars, and still remain solidly in line with your target price, while also letting the other negotiator feel like they've gained something. This also promotes trust between buyers and sellers. If you hard line your first sale, you risk losing future/repeat sales later on. Never splitting the difference would only be an option with people you never plan to see again. It cripples a negotiation with apathy and frustration, since no one wants to budge. These students need to spend more time in pawn shops, and less time at Harvard for real world experience. This book also doesn't account for the different relationships with cold contacts and pre-qualified customers. Treating all your sales like a hostage negotiation makes no sense.

@XShollaj

3 жыл бұрын

By far the most reasonable comment

@muizzy

3 жыл бұрын

This comment makes complete sense when you consider the video as the sole context. However, the book makes it very explicit that relationships are more important than anything else. All of these tactics are built around establishing trust and rapport, and making sure the other party feels like they got a great deal.

@Davez2023

3 жыл бұрын

Very good points. Just one thing why not reveal minimum price? If going lower will make me lose money?

@demofactory

3 жыл бұрын

@@Davez2023 Minimum price is YOUR base reference. Any lower and you will be losing money. If you reveal your minimum, you lose the ability to negotiate. The other party will hold you to it. As a seller, you can always go down, but you'll almost never be able to raise your selling price in the middle of a negotiation. Thanks for your question. Take care friend.

@Davez2023

3 жыл бұрын

@@demofactory thank you 👍👍👍

any proof that Chris Voss indeed owned "expert" negotiation students at "harvard" ? This sounds a lot like establishing credibility as advised in many communication books.

@RandomStuff-xn9wy

5 жыл бұрын

Yeah, besides it is not like in this hypothetical scenario they were given the option of 'choice'. And this is also one of the reasons why their rental agreement example is quite an unrealistic one (or at least heavily dependent on having a landlord who personally cares for you rather than a market-driven argument). Because in the option of choice, one can walk away and choose another. If you are against a rental increase, your landlord can just freely pick other people as he has the leverage as there is almost universally a higher demand of people looking for rent than people looking for tenants in developed nations. There is a necessity disbalance, and in the hypothetical example of the negotiation rounds obtaining that good was a necessity while lacking alternatives (and not agreeing on it would most likely mean they failed the negotiation).

@BrokenSymetry

5 жыл бұрын

All of this is anecdotal and should be taken with a grain of salt. What's important tho is the advice itself, which does seem pretty rational and useful, regardless of the unsubstantiated claims of it's effectiveness.

@manudehanoi

5 жыл бұрын

@@BrokenSymetry I agree but I ưant to make sure the advice too is taken with a grain of salt....before every salesperson tries to meke me feel their plight

@lakshen47

5 жыл бұрын

This is what wiki says "He spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI's chief international hostage and kidnapping negotiator from 2003 to 2007." Doesn't say if that exact thing happend, but if an FBI chief negotiator with 24 years of experience couldn't manhandle some students in a mock negotiation I'd be very surprised!

@BevanWard

5 жыл бұрын

he was already a hostage negotiator

"How am I supposed to do that?" The most common response I've received to that question is... "That's your business/problem"

This is a great book. The audio book is even better and I think he narrates it himself. I'm old enough to actually remember most of the situations he tells about so that was great too. This book has some great advice. One of my favorites.

This sort of came intuitively to me and it's just about communication, not just negotiation. One of the most useful skills anyone can have

Always Capone said that. "you can always get more with a gun and a smile, than just a smile alone " ; )

I think that you have the idea spot on, and you are almost there with the application. There is just a little analysis missing of it which I think a lot of people overlook. It is really important to not sound like you're trying to get them to come to you. Appealing to their empathy means making them feel like you aren't trying to make them do something, and also really really really not making their offer seem undervalued. You touched on those, but in your examples you went the opposite way, especially in the case of the apartment. Bringing up the other apartments in the area like that is a good way to make them feel like their pride is being attacked even if you are using the words "I understand" beforehand. I think a better application of this is to say something like, "I think that your property is definitely valuable, and especially with you as the owner. It sounds like you want to find an amount that both you and a tenant can agree is representative of that. My current income is $XXXX, and that means that I have $XXXX available. How can we work together to make sure you are generating profit on this apartment and I am able to afford it? ... My concern is that the local renter's market is $XXXX lower than the cost of renting this apartment. I know you and I know that working with you is part of why you might valuate this apartment at a higher price than an equivalent local apartment. However, perspective new tenants are not going to have the history with you that we have, and so they won't consider that in the price. I'm concerned that this apartment will be vacant for a month at which point, not only would you be losing more rent money than a year of the cost between what I can afford and what you are offering, but you will also be paying utilities in the interim only adding to the cost of having this vacant. I would like to help you avoid that the best I can, and I know you would like to avoid that as well. How can we find a solution to this problem?" Always make him feel like you see the same non-monetary value in his product without talking about what you think it is worth and what your options are. That's more of bullying someone into bending and they will see that.

@gustavoch33

Жыл бұрын

👏

@melophylic7469

Жыл бұрын

man thank you for this -- this feels so much more relatable! Have a nice day!

@tomislavperic9910

Жыл бұрын

Honestly, goated comment

@aruncps

6 ай бұрын

Thanks for taking effort to present the idea of Non-monetary value! ❤ Oh boy, it needs a lot of thought to get to those specific values, coin it and present it clearly!

I read the book and your example is right-on-target to convey Chris's message. I've tried out several of his suggestions and "yes" they really help you negotiate from a power base. It's all about listening and applying the basic principles that Chris outlines in his book/experiences.

Read the book ... and Chris Voss really explains very well how to use empathy and the whole idea for it. I have been educated in it but he explains so understandably and how to use it practically.

I see that you’re trying to sell me that book on Amazon for $20.39. I see that you’re passionate about it, but how am I supposed to do that?

@zachnunya8749

3 жыл бұрын

Any second now he’s gonna respond out of empathy and offer t to you for free

@shadowambush711

3 жыл бұрын

any second now....

@lepketheslime4792

3 жыл бұрын

I can give you free book.

@bighammer587

3 жыл бұрын

@Zen Re: Still waiting... 😂🤣

@geraldfrost4710

3 жыл бұрын

You might have to check it out of the local library...

I think this probably really does work in many situations. Though in the classroom example, the person had a fix budget and they went up to their budget. They didn't go over their budget however. There is a big difference between getting someone to pay some thing they were prepared to pay from the very start, and getting someone to do something they weren't prepared to do ahead of time.

What I don’t get is the rental agreement. I tried this 2 days ago and when I asked the landlord how am I supposed todo that he just said there are less expensive apartments near by. I love the philosophy, but I still don’t understand how you can get them to lower the price if they can just find someone else

@samvance40

5 жыл бұрын

You can't. There's always a context you can't ignore behind any negotiation. Empathy only goes so far. Negotiating with criminals is different from negotiating with landlords. When you negotiate with criminals you're both agitated and have a lot to lose if negotiation goes south. In the case with landlords, it depends a lot on the market condition (the context) and if you really can find an alternative quickly.

@ericballard6789

5 жыл бұрын

@@samvance40 That makes sense. I feel like Voss has a natural demeanor that makes his tactics much easier. Usually I see vids titled "convince anyone to do anything" and I think it's a bunch of bs. But what Voss says seems to be both obvious and totally unique at the same time.

@ericballard6789

5 жыл бұрын

@wittyahole - Yeah that also makes sense. In my specific case the guy's charging probably $100-150 too much for the area. Normally I wouldn't care except the property managers a dick and I'm the first tenant he's ever handled and I just want to stick it to him if I can. Pursing it with empathy though, sometimes it's easy, if the other person sucks it's a challenge. But all good information non the less. Thanks for the reply

@onetwothree4148

5 жыл бұрын

Never hurts to try. You don't know what is negotiable if you don't. All tenants are not the same. A landlord might pay a little bit to keep from rolling the dice on someone new, but they probably won't pay much and not at all if you sound like you're hustling.

@HUGEACT-MAN

5 жыл бұрын

I am a landlord. I have never and will never ever negotiate my price. (I will negotiate for more money for a shorter lease but that's not helping this videos argument.)there are more renters at least in my area than thier are units.

I tried this on my kids, and now they all got jobs and are RAISING ME, incredible

Person: How am I supposed to do that? Landlord: That's your headache. (walks away like a boss) #Legit stories 🍸

@neurotransmit4669

5 жыл бұрын

i too was thinking the same..And yes this is more frequently encountered that the landlord angrily says;its none o my business;if u can pay stay else leave !!

@aramfingal5180

5 жыл бұрын

It's also very likely the landlord's costs are going up every year, which would even further reduce their "empathy" for a tenant who demands that the rent stay the same forever.

@onetwothree4148

5 жыл бұрын

Correct landlord reply: "I don't know." A savvy landlord won't do anything to jeopardize _your_ empathy and will only negotiate when you directly confirm that you plan to move (if they like you and don't want to roll the dice with a new tenant).

@wisenber

5 жыл бұрын

@@aramfingal5180 "It's also very likely the landlord's costs are going up every year" Which increases the cost of a vacancy or a turn. "for a tenant who demands that the rent stay the same forever." He didn't. He negotiated 24 months in the book.

@aramfingal5180

5 жыл бұрын

@@wisenber Vacancy isn't going to happen if the landlord is asking market price and has a requirement in the lease that you have to decide whether to renew 60 days in advance, which landlords usually do. "He negotiated 24 months in the book." Negotiated with who? Is he just making up a dialogue and you assume that reflects what happens in the real world?

Thank you for doing this..

That was very enlightening. Empathy is something taught in social work as well.

It’s not only a book with good info, but it also has a lot of good story. Good read

This kind of negotiation works only when dealing with individuals who have a vested interest in a positive outcome AND have the ability/power to make the decisions necessary. The problem with the "Landlord" example is... a lot of people deal with a property manager representing a larger real estate company NOT a "Landlord". An individual "Owner/Landlord" who is dependent on a good tenant for income might be able to make those negotiations. BUT that kind of "Landlord" is becoming less and less common.

@wisenber

5 жыл бұрын

@Jonathan "The problem with the "Landlord" example is... a lot of people deal with a property manager representing a larger real estate company NOT a "Landlord"." In the book, it was a property manager and not the owner. The book also gives examples of how to identify people that don't have decision making authority.

@Pedrosa2541

5 жыл бұрын

Even in larger real estate companies, somebody somewhere got to have the power to make a decision, companys are run by people after all, who is likely not the CEO as he have better things to do but a lower ranking employee who could be more empathic to your reasons.

"This Harvard student knew every negotiation technique in the book." As a holder of an Ivy League MBA I can suggest that it is a gross overexaggeration. P.S. Apologies - I decided to expand a little. It is not Harvard level at all (at least not grad/business school) to perceive negotiation as splitting 100% of some value. That's huggling. Negotiation (and most business casses are build like this) involves finding additional value for your counterpart and addressing it in a way s/he did not think was possible. That is one of the few things that they REALLY make sure you understand. On the comment of rent, - rent if basically an elastic commodity and its hard to negotiate on commodities unless you take them out into a different category (i.e. i will plow the snow or upgrade it so that the value goes up when i move out like WeWork does). Also, in most semi-professional environments, the question "how am I supposed to that?" would found to be inappropriate and would end the discussion more often than starting it. If there is a cheaper option for a commodity then why are we talking? If not, then you just tried to play me. There are plenty of great books on negotiation but this one just does not sound like it is. Perhaps, some entry level sales techniques.

@wisenber

5 жыл бұрын

@serolog "Also, in most semi-professional environments, the question "how am I supposed to that?" would found to be inappropriate and would end the discussion more often than starting it." That's why Voss doesn't rely on that term alone. "If there is a cheaper option for a commodity then why are we talking?" As soon as it is allowed to become a commodity, both parties lose negotiating power.

@TheInterwebzMan

4 жыл бұрын

What books would you recommend?

@gernm18

4 жыл бұрын

not even entry level sales

@RobertMJohnson

3 жыл бұрын

"how am I supposed to that?" i use this technique ALL THE TIME and i've worked for the largest investment banks and largest tech companies in the world. it's all in how you say it

Great video with top tips summarised so nicely. I had come across this book before and seen some of Chris' videos which are amazing but I'm sold with the video, love it!

6:30 their could be a third respond. "That's not my problem, that's your problem." How would you counter that? 6:52 when we give such replies of comparing two entities in India the counter party gets offended as they are been looked upon as a alternative. And sometimes they reply, "Then go buy from them/Rent that apartment"

I imagine the negotiations with the Harvard people were like this Chris: listen if you give me all your money your parents will finally give you the approval you have been seeking Student:OMG here is all my money and their bank account

99 times out of 100 the landlord would tell you to pay the $1500, or find a new apartment.

Thank you, awesome summary and thank you for your time to do this work!!

Start Today! To win or become successful, you have to begin. Map out the circumstances you need to get ahead in your life, If you cannot find them, make them. Take initiative. So start now... Thanks for reading and supporting my channel 🙏🏻

LOL this is ridiculous, In Australia and Brazil which I have negotiation experience for decades, people just say "don't have the money? sorry about you, next". In addition, people from India and Asia who love negotiate always loose here (AUS) because we add extra to give what they want, so they just think got a discount. Real life is quite different from a controlled environment

@wisenber

5 жыл бұрын

@rod "LOL this is ridiculous, In Australia and Brazil which I have negotiation experience for decades, people just say "don't have the money? sorry about you, next"." Sounds like you don't negotiate well. " In addition, people from India and Asia who love negotiate always loose here (AUS) because we add extra to give what they want, so they just think got a discount. " Voss' book show how to flush out schemes like that.

@joeschmoe1193

5 жыл бұрын

I'm a terrible negotiator but on certain things i stand firm. Concerning property I bend but don't break because in the end I always win.

@cmace5

5 жыл бұрын

Lol add 20% and take 10% off.. best way to get around indians

@wisenber

5 жыл бұрын

@@cmace5 "Lol add 20% and take 10% off.. best way to get around indians" Or anyone else that doesn't do their research before beginning. After all, your car dealer did that to you last time.

@olivertaylor4779

5 жыл бұрын

@@wisenber That's car dealing 101, always ask for more than you want then make out it's a big deal giving them discount, then they buy and both parties end up happy.

This isn't negotiation ... This is understanding how to help other and yourself ... It's mutual benefit with a hint of manipulation :')

You got a sub cause I’ve read the book before watching and this was awesome!

These tactics would never work for my wife, she doesn't feel empathy or give a crap about your feelings.

@Trevorc159

3 жыл бұрын

You married well

@nonachyourbusiness1164

3 жыл бұрын

That just makes you the weakly fool

@RedGallardo

3 жыл бұрын

You picked her.

@chrisc7265

3 жыл бұрын

Husband: It must be hard to get through the day with a face like that Wife: I will give you the full amount . Chris: I already got the full amount ;) ;) ;)

@RobertMJohnson

3 жыл бұрын

leave

You: "How am I supposed to do that?" Most people: "Not my Problem." Perhaps a pessimistic view... but its been fairly true for my life.

@omarshawky5859

3 жыл бұрын

that is true (it will happen every time) because you did not follow the procedure (1- hear counterpart well 2- earn empathy (hear the word 'that's right' 3- use the empathy towards your interest) it is not a magical stick that can work in every situation, in normal cases, you should have bunch of methods -just like the surgent- and learn when & how to use them with cautious.

I negotiate like a 3yr old. I say Gimmie Gimmie I want I want and then i cry when i dont get it. My negotiations usually end with a harassment charge.

@otom20

3 жыл бұрын

😂

I really like what you do with your videos. You did a good job!

I think this video should first start with the number 1 rule of negotiation 1/ are you in a negotiation or a fait a compli Because if it’s the latter, you’ll likely find the response to how is “that’s not my problem that’s yours” So for example in the landlord scenario the likely answer to how am I supposed to ... is “that’s not my problem son, that’s yours but if you don’t pay the increase you are in breach of your tenancy agreement and you’ll have to leave by the end of the month”

it's called reflecting, reflect the emotion back to the patient even though you don't really feel it.

This book is a game changer. One of my favorites, and it up'd my game.

I finished this audio book recently. It was exceptional.

Very interesting indeed. I think I'll read this book now. From my own experience running a business, it is harder to turn down an offer if you like and trust the seller. However, when negotiating, I already have an idea of what something should cost before I agree to anything. Empathy is great, but a competitive price is the best negotiating tool, in my opinion.

Really, the landlord example is awful. There is a 3rd option: Sorry, but the new rent is $1,500. The whole premise here is over simplification, which will not work in the real world.

@aramfingal5180

5 жыл бұрын

Yep. Negotiation is pretty much pointless in any kind of mass market; supply and demand set the price. It only matters in niche markets or where there's a lot of customization in the product.

@onetwothree4148

5 жыл бұрын

Negotiability of rent is definitely a stretch, but as a landlord myself, all tenants are not the same, and appealing to the fact that I like you could absolutely save you some money, if you can make me feel like there's a legitimate reason you will be forced to move, and aren't trying to squeeze a deal out of my presumably already fair market offer.

@davidsine4390

5 жыл бұрын

Agreed. "How am I supposed to pay 1500 when I can only afford 1200?" Well lets see if I can help you out here, why don't you take on a second job like driving for uber, work overtime at your current job, or cancel your vacations. Or perhaps you can find aother place to live that's more within your budget. Have a nice day.

@davidsine4390

5 жыл бұрын

I was hoping this would help in real estate negotiations. Won't work when your dealing with agents and not the buyer/seller directly in most cases. What do you say? "Well it sounds like your only interested in getting a commission and as soon as possible rather than obtaining the best possible price for your client and basically representing yourself in this transaction instead. Did I get that right"?

@onetwothree4148

5 жыл бұрын

@@davidsine4390 Yeah, that's why professional negotiations always utilize middlemen (professional negotiaters).

Appreciate you taking the time to make this video. Just finished this book and absolutely loved it. Came online to see if I could find a summary of it or if I'd have to make one.

This is a great summary. I am just about to read the book. Thank you 😊

I really needed that..🙏🙏 u summarise really well.. keep it up! Loads of blessings for ur hardwork..

You should have 100 million subscribers. Quality of your work is outstanding.

@burry218

6 жыл бұрын

Muhammad Shaikh I absolutely agree. So much better than audio book material, in my opinion. On the point, concise, excellent material. Worth it.

@alsdjfknbo

5 жыл бұрын

It seems like you want this succeed. And I comply empathize with you. But how is he supposed to do that? When he is not has the subscribers he already has.

@shadmansudipto7287

5 жыл бұрын

@@alsdjfknbo "when he is not has the subscribers he already has"!!?

@ewiem4351

5 жыл бұрын

@@shadmansudipto7287 Youtbe be full if grimar errs an mizpel wird,

@EJ_S-hz1ou

5 жыл бұрын

Better than T Series which looks like it’s going to be first channel to 100m :(

Next time you need to negotiate, just find a Harvard student who's free to spend someone else's money. Easy! The other party does not give a damn about "how you are supposed to meet their demands", they just care you do. If you can, you've got a deal. If you don't, you haven't got a deal. It's as simple as that. Always has been, always will be.

Usually when I go to a Job Interview I end up interviewing the Manager or HR. When the final question comes up: "do you have any questions?" I'll go: "what can you tell me about your experience in this company? I mean, I think there's no better way to learn about a company other than asking directly someone form the inside" You can see the passion people have for their role, and once you see the emotions, mimic a little body language and be smart and empathize. Congrats, you've nailed it.

this is so useful i even took notes! maybe i can get my teachers to actually teach me using the tips from this video. thanks so much!

Dude I just wanted to trick my friends in a card game

am interested to know what the Harvard students were trying to acquire that resulted in them looking like chumps when they could've just set out to walk away. (One of my 'negotiating tactics' is to resolve to simply walk away if the price isn't within a budget I set beforehand.)

@DiscoFang

5 жыл бұрын

The thing is that they weren't chumps. It was stated that they bought the product/service ON budget but at the max. But so what, any budget should already have been calculated for profit or later 'outcome' and the most important thing is to get the deal done to progress. If they'd walked away there would have been no deal, so no profit or subsequent success for what the deal was required for. Win/win instead of a lose/lose.

@casekocsk

5 жыл бұрын

Perhaps the teacher/professor already set criteria/parameter where students must make the deal, walk away is not an option? It's not like using their entire budget means lose for the student... or at least that's what they thought. Just like you're using your entire planned budget to buy something... If you can spend less, that's good. If you use them all, well, you planned to use them all anyway...

@RobertMJohnson

3 жыл бұрын

just b/c they are at Harvard doesn't mean they are experienced negotiators

Your channel is amazing.

@alterego157

3 жыл бұрын

Thank you

This is applicable/acceptable if you're a hostage negotiator, and it will work if you're conning a stranger out of a few bucks (although you shouldn't), but in day to day life, these tactics come at a price, ironically. When the other person(s) figure out what you're up to, they wont trust you any more (because you're not empathizing, you're trying to "have your way"). In the long run, truly giving a shit about other people is worth more than manipulating them. In the landlord example, when the landlord and tenant both give a shit, this is what happens: The landlord lays off the pressure on the tenant having to pay more and the tenant appreciates the generosity and pays a little more anyway. They find a compromise and strengthen the relationship (they do "split-the-difference", and the strengthened relationship is what that difference buys, which is far more valuable I think). What happens if one person doesn't give a shit? Well in that case, that person's an asshole and "tactical empathy" or whatever is unlikely to work anyway. It's better to just try to be decent and honest than manipulative and self-centred.

This channel undervalued ...

@Ankit-ce3jm

6 жыл бұрын

Gong totally agreed those videos with shitty thumbnails will get million hits but this 😑😑

@rickc5566

5 жыл бұрын

Buy his online content on his website. Give him more value so he can keep creating

@josephsujai5543

5 жыл бұрын

Very true.

"How am I supposed to.." "Talk to the hand!"

6:32 "accommodate". It's one of those unusual words which has double double consonants: double m, double c. It's also got a split doubled vowel, too: o and o.

I've done this my whole life, I didnt know it was a thing ... never paid a single rent nor bill ( not directly at least!), never paid for my cars and I barely worked in 37 years. I am still rather sad tho. Thank u for all these videos, I find them very inspiring

Brilliant. I can able to put into consistent practice now onward as a salesperson of financial service non tangible use many of tactics. Because of your simple but very effective presentation and pdf page which is 10 out of 10 and I will buy book. You are adding great value than expectation. I will share this video in my circle. Thanks.

I used to sell in retail, and I would always listen to the client talk about what they needed or how their day was going. My next move (which may differ from this video) was I would always follow up by saying "you're right" or "that's absolutely right". Then, I would continue to justify the sale by whatever story the client had said earlier. Also, I would always put the product into the hands of the client, because they were more likely to buy once they've touched/opened something 👌🏽

the idea: to get what we want we have to use tactical empathy. We have to make our customers feel heard, so that they open themself up for our ideas. We have to get our counterpart saying "thats right". We do that by looking for the emotions behind each statement and we formulate a sentece starting with "it seems like". After that we follow up with a calibrated question. So you direct the conversation to your goals by using what and why questions. A good example is the question "How am I supposed to do that?"

If I ask a person "how am i supposed to do that?" they'd tell me to f off then lol

The key to negotiation is empathy. Once you've learned to fake that, you've won.

@HeatherHopkinsWritingAsIgo

Жыл бұрын

It’s better if your empathy is sincere. It’s also a way to be a better person

@pwk22

Жыл бұрын

@@HeatherHopkinsWritingAsIgo Says the gal who overpaid by $10 on her Camry.

This comes across as highly manipulative. If someone asked me "how am I supposed to afford that" I would reply with "I don't know." If they followed up with another one of these manipulative questions, I would probably ask for more money as I would not want to deal with a crazy tenant.

@jayreiter268

5 жыл бұрын

30 day or 60 day notice depending on term of residence.

@Pyrisy

5 жыл бұрын

You’re being manipulated all the time. Get over it.

@womp6338

5 жыл бұрын

It’s extremely manipulative, but at least the video shows you how to recognise this strategy

@wisenber

5 жыл бұрын

@Mike "I would probably ask for more money as I would not want to deal with a crazy tenant." The tenant was one of his students and had already lived there and paid on time for several years. The tenant also did his research prior to the meeting.

@joeschmoe1193

5 жыл бұрын

@@wisenber Then how am I supposed to pay for 3 months rent just to move in when I can't afford a small increase? Research that.

I subscribed to this channel one year ago and never watched it's videos and today this video is again in my recommendation

Clearly explained. Thank you. 😍

how long is the "living with yourself after screwing people into unfair deals" chapter?

I'm a landlord. That would NEVER work with ANY of my properties. In the example given, even if I experience a one month vacancy, I recoup that loss in 4 months at the new price, and by the end of the year's lease, I'm way ahead by kicking you out. And no, I've never had a vacancy because I list the day the tenant gives notice, and I know the comps.

Good review. Clear and to the point. Didn’t add in other information. Keep it up

Very helpful thank you. I found similar, when supporting people, who presented a challenged to services.

the SALESWOMAN said the magical words "I'll go into the supply closet doctor and BLOW you" THATS HOW SHE MADE THE SALE

@danejurus69

5 жыл бұрын

She let him do a vaginal exam.

@tonywellington7854

5 жыл бұрын

@@ItsMeUrDaad AGREED "alright i swear i'll buy honey you just have to SUCK IT AGAIN"

In my experience, in the toughest negotiations I've had, the other side doesn't listen and doesn't care about you or what you want. Take it or leave it sunshine. There is always someone else. By the way, how would Chris Voss know he got all of the budgeted money unless he was told what the budget was upfront. Unlike the rent when you are negotiating for goods or services it would be highly unlikely that you would know what the budget would be.

@user-adi87

2 жыл бұрын

Hey would you like to share your unique experience of negotiation with me

Thanks, interesting way of presenting this book actually, good channel concept!

This is a GREAT BOOK. It deserves a revisit on my audiobook -- "that's right"

The example of the rent - Landlord asks for $1500, up from $1200. I say, "How am I supposed to do that?" Landlord says, "I don't care how you do it, but it's going up to $1500, or you can find another place to live" . So what is the response to that ? You can negotiate a lot of things but there are times when smooth talking and witty ideas aint gonna "pay the rent"

@allison447

3 жыл бұрын

How am I supposed to do that when my trigger happy BF is looking for something to shoot at.

“That’s left” “Thats right” Negotiation 😎😎

I really appreciate all of these video reviews produced by the Productivity Game. I was using them in my online college classes. However, I cannot use them anymore because the closed captioning is auto-generated. This means that the word choice is often off and the punctuation is many times wrong or absent. These are videos that should be used to educate ALL. I want to encourage Productivity Game to update their captions and going forward not to publish videos with auto-generated captions. Thank you for considering my request.

I try to teach these ethics to budding eBay sellers focused on buying high end audio equipment low,then taking better pictures ,creating a truthfull yet exciting item description that makes prospective buyers feel pride in paying top dollar ,99% of the time those who cry because they can't get the prices I get end up negoiating with a seller & splitting the difference ,case in point is a $5,900 McIntosh CD player advertised on eBay with a broken glass face for $3,000 ,while others couldn't get the seller to lower the price I ended up getting the $5,900 CD player for $300 by picking out another of the sellers items & making a bundle purchase .

Just goes to prove how low the entrance standards are at Harvard these days.

By the first 10 seconds I realise the mistake is telling the seller your whole budget. You need to cut by half first and grip on it.

Excellent. Thank you!

Well summarized. Thank you

video = what happens in a book comment section = what happens IRL

5:46 He will tell you to find a new apartment...

@RandomStuff-xn9wy

5 жыл бұрын

But the market right now is absolutely booming of cheap real estates, how could a landlord possibly hope to even find another tenant to afford the bill and pay for it when you are not willing to and it is not like you need a roof over your head... Oh, right....

That was really interesting! Great summary, as usual.

I have used this in real life. I kept telling a competitor to stop overriding my space and putting his product in my space, three separate times he explained why he had to put it in my space (he had to much product and had to get it out). Third time I pointed out that I understood his problem, but if it helped him understand my perspective, I could do the exact thing he was doing to me by overriding his space and putting my product there (instead of just pulling his product off of my space only like I was). However this was not empathy (I don’t care really care about his problem) and I also do not legitimizing his complaint as empathy would require. Getting someone to understand your perspective (ie them having empathy for you) does not require that you be empathetic first.

@JackCarregan

5 жыл бұрын

However in this example, I am in the right and I just have to convince him. In the rent example this is not true. That is a true compromise problem in which both parties will almost certainly not compromise. Normally the landlord wants the person out or doesn’t care if they leave. The renter is more likely to give in and pay the extra price, but he also has 2 choices pay it or leave the apartment. The reason there would almost never be a compromise is that the landlord is not loosing something by the 2 options he has (get current renter to pay or get a new renter who will). The renter is not really losing either: pay the extra or find a different place to live. I would say the inconvenience to both parties (finding a new renter or conversely finding a new place to live, are not great enough for both parties to be willing to compromise.