Deep Listening - Impact beyond words - Oscar Trimboli Listen like FBI negotiator Chris Voss
31 snips
Jan 11, 2019 
Chris Voss, a former FBI hostage negotiator and CEO of the Black Swan Group, shares fascinating insights on negotiation and communication. He emphasizes that a staggering 70% of opportunities are lost due to poor listening. Voss highlights our society's 'Yes addiction,' advocating for more thoughtful questioning to enhance dialogue. Through gripping stories from high-stakes negotiations, he illustrates the transformative power of active listening and how mastering this skill can lead to remarkable outcomes in both personal and professional settings.
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The "Yes" Addiction
- Trying to force a "yes" damages rapport and business relationships. People are uncomfortable being pressured into agreement.
Embrace "No"
- Frame questions in terms of negatives (e.g., "Are you against this?") instead of positives (e.g., "Do you agree?").
- This makes people feel safer and more open to communicating honestly.
Loss Aversion
- Loss aversion significantly impacts decision-making. Losing $5 hurts more than gaining $5 feels good.
