3 Tips on Negotiations, with FBI Negotiator Chris Voss | Best of '16 | Big Think | Summary and Q&A

TL;DR

Your tone of voice can significantly impact someone's mood and their brain function. Mirroring and avoiding the use of the word "fair" are key negotiation tactics.

Key Insights

• 🧠 Tone of voice can have a significant impact on someone's mood and brain function, ultimately affecting the success of negotiations.
• 📈 Effective inflection, whether downward or upward, can convey assertiveness or collaboration.
• ⌛ Mirroring the last one to three words someone says helps in understanding and buying time in negotiations.
• 😒 The use of the word "fair" in negotiations can be manipulative or indicate a sense of aggression or unfair treatment.
• 🔑 Being aware of how your voice and words affect others is crucial for successful negotiations.
• 👯 Maintaining a positive tone can make people more likely to collaborate and be receptive to your ideas.
• 👊 Using inflection in questioning can prevent the other person from feeling attacked or defensive.

Transcript

How you use your voice is really important and it's really driven by context more than anything else, and your tone of voice will immediately begin to impact somebody's mood and immediately how their brain functions. There's actually scientific data out there now that shows us that our brains will work up to 31 percent more effectively if we're in ... Read More

Questions & Answers

Q: How does tone of voice affect someone's brain function?

Science shows that if someone hears a smile in your voice or you convey positivity, their brain works up to 31% more effectively, increasing the chances of collaboration and improved mood.

Q: How can inflection impact communication?

Downward inflection suggests firmness and no room for negotiation, while upward inflection can encourage collaboration and make the other person feel less defensive when questioned.

Q: What is the significance of mirroring in negotiations?

Mirroring the last one to three words someone says helps establish a connection and understanding. It also gives you time to process information and can lead to a more comfortable and open conversation.

Q: Why is the word "fair" problematic in negotiations?

When someone says they want what's fair, it can be a sign of manipulation or aggression, putting the other person on the defensive. It can also indicate that they feel treated unfairly and may result in a detrimental implementation of the deal.

Summary & Key Takeaways

• How you use your voice affects someone's mood and brain function by up to 31%.

• Upward and downward inflexions convey different messages, offering assertiveness or collaboration.

• Mirroring, repeating the last one to three words someone says, helps in understanding and buying time in negotiations.