Masterclass - Chris Voss - The Art Of Negotiati... Access
Before diving into the content, it’s important to understand the credibility of the instructor. Chris Voss isn’t a theoretical academic. He spent 24 years in the FBI, retiring as the lead international kidnapping negotiator. He has successfully negotiated the release of hostages in high-stakes, life-or-death situations in the Middle East, the Philippines, and Haiti.
After his FBI career, he founded The Black Swan Group and transitioned these high-stakes skills into the business world. His book, Never Split the Difference, became a massive bestseller, and this MasterClass serves as a dynamic, visual companion to those teachings.
One of the most unique concepts in the class is the Accusation Audit. This involves listing every terrible thing the other person might be thinking about you before they have a chance to say it. MasterClass - Chris Voss - The Art of Negotiati...
If you are late to a meeting, don't make an excuse. Say, "You probably think I don't respect your time. You might feel like I'm unorganized."
By calling out the "elephants in the room," you instantly diffuse the negative emotions. As Voss explains, saying the worst thing out loud takes the sting out of it and builds immediate trust. Before diving into the content, it’s important to
Discover unknown information (the “black swan”) that changes everything.
Ask:
“What about this is important to you that I don’t know?”
“What would make this work for you?” “What about this is important to you that I don’t know
While the class covers 18 video lessons, a few specific techniques stand out as game-changers for daily life.
According to Voss, hearing "You're right" is a trap. It usually means the other person wants you to go away. The goal is to trigger a "That's right" response.
When a counterpart says "That's right," it signifies a breakthrough. They feel understood. The MasterClass teaches you how to summarize the other person's position (a "Summary Loop") until they inevitably say "That's right," signaling they are ready to agree to your terms.
