The Jordan Harbinger Show 165: Chris Voss | Negotiate as If Your Life Depended on It
18 snips
Feb 26, 2019 
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Leverage Is Perception, Not Just Power
- You always have leverage; leverage depends on who values what, not just raw power.
- Even in kidnappings the captor needs the hostage's value to be meaningful to a buyer.
Abrupt Shift Reset The Chessboard
- During the Chase Manhattan bank robbery Chris abruptly took the phone and the robber unexpectedly put a hostage on the line.
- That surprise move reset the situation and showed the team why abrupt shifts can regain control.
Use 'How' To Reveal Inconsistencies
- Force the other side to reconcile contradictory statements by asking deferential "how" questions.
- Use comparisons between words and actions to make them explain inconsistencies.