How To Negotiate When Negotiating Makes You Nervous with Chris Voss & Moshe Cohen
The Anxious Achiever
Moshe on negotiating nervousness
Moshe shares his conflict-averse background and why managing emotions matters alongside skills.
Negotiation isn’t just about boardrooms and big deals. It’s every time you ask for what you need that brings up fear, self-doubt, and a rush of emotion that can derail the whole conversation. In this episode, I talk with former FBI hostage negotiator Chris Voss and negotiation expert Moshe Cohen about why so many of us dread conflict, how curiosity can quiet anxiety, and how to use tactical empathy as a strategic tool. We also share the tools to slow down emotional hijack and manage rejection. Tune in to learn how to regulate your emotions and negotiate with clarity instead of fear.
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In this Episode, You Will Learn
00:00 Why negotiation is happening in almost every interaction.
04:45 What are the 3 types of handling conflict?
09:15 How curiosity shuts down fear in your brain.
12:15 Is asking questions in general a good technique in a negotiation?
16:30 What empathy really means in negotiation.
23:15 How bonding and trust influence negotiation outcomes.
26:15 Why you should talk less and listen more in negotiation.
32:00 How naming your emotions reduces their intensity.
38:00 How often does that anxiety show up during a negotiation exercise?
41:00 Tips to slow down time when you feel emotionally hijacked.
46:15 What is the listening triangle?
50:30 How much advice is too much in a negotiation?
57:00 How to build your rejection muscle.
01:00:00 The stories you tell yourself before and during a negotiation
01:02:00 How knowing your BATNA lowers the stakes and raises confidence.
Resources + Links
Get the Anxious Achiever Healthy High Achieving App - studio.com/morra
Get a copy of my book - The Anxious Achiever
Watch the podcast on YouTube
Find more resources on our website morraam.com
Follow
Follow me: on LinkedIn @morraaronsmele + Instagram @morraam
Follow Chris: on LinkedIn @christophervoss + Instagram @thefbinegotiator
Follow Moshe: on LinkedIn @moshecohen
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