Joe Polish

The Top 10 Negotiating Lines and How To Use Them feat. Chris Voss

Tue Jun 06 2023

negotiationcommunicationproblem-solvingsales

Description

This episode covers negotiation techniques and effective communication strategies. It explores the power of saying no, building empathy and collaboration, effective questioning and problem-solving, applying negotiation techniques, and effective sales communication. The speaker shares personal experiences and provides practical tips for successful negotiations.

Insights

Saying no can clear someone's mind and help them make better decisions.

By refusing unreasonable requests, individuals can avoid decision fatigue and focus on finding solutions.

Building a social connection outside of the office can uncover the other party's concerns and motivations.

Establishing rapport and understanding the other party's perspective can lead to more successful negotiations.

Asking "how am I supposed to do that?" is a polite way to indicate that the answer is no.

This question can create empathy and collaboration in negotiations while asserting boundaries.

Acknowledging the other party's offer as generous encourages them to be more generous.

Recognizing the efforts made by the other party can foster a positive negotiation environment.

Starting a conversation with "how are you today?" allows you to get straight to the point without unnecessary small talk.

This approach saves time and focuses the conversation on the negotiation topic.

When someone fails to perform, asking them why they didn't meet expectations will not yield honest answers.

Instead, acknowledging their potential valid reasons and working towards finding solutions can lead to better outcomes.

The "half" clients who are unhelpful or unsupportive should be avoided in favor of the more cooperative "elf" clients.

Identifying and prioritizing clients who are supportive and cooperative can lead to more successful negotiations.

No questions in marketing have shown higher rates of return compared to yes questions.

Using questions that elicit a positive response can be an effective marketing strategy.

The negotiation techniques discussed can be applied across different areas for influence and getting to the next level.

These techniques are not limited to formal negotiations but can be used in various contexts for personal and professional growth.

Engaging in parasite-like behavior, even in trusted relationships, can be problematic.

Avoiding manipulative tactics and focusing on genuine engagement is crucial for maintaining healthy relationships.

Chapters

The Power of Saying No
Building Empathy and Collaboration
Effective Communication Techniques
Effective Questioning and Problem-Solving
Applying Negotiation Techniques
Effective Sales Communication

Summary

Transcript

The Power of Saying No

00:00 - 08:53

A landscaper significantly reduced their price after being asked, "How am I supposed to do that?"
Asking if it's a bad time to talk can get someone's full attention.
Saying no can clear someone's mind and help them make better decisions.
Decision fatigue affects everyone and can be mitigated by saying no.
Saying no triggers the ability to think through steps and find solutions.
Asking questions after one o'clock in the afternoon may lead to annoyance and negative impressions.
Jack Welch had a strong reaction when asked if it was a ridiculous idea for him to speak at a negotiation course.

Building Empathy and Collaboration

08:20 - 17:42

The speaker had a scary encounter with someone who initially appeared furious but later turned out to be setting up a communication channel.
The speaker had lunch with Robert Herjavec, who was generous and paid for the meal.
The speaker's son wanted to sell a ticket to one of their courses, but the speaker wanted to give it to Herjavec. Eventually, Herjavec agreed to buy three tickets.
The speaker sent an email asking if it was ridiculous for Herjavec to commit to buying the tickets before the next business day, and he agreed.
The speaker shares favorite negotiation one-liners, including using "Have you given up on..." as a restarter for people who are not responding.
If someone responds positively after using "Have you given up on...", it is important to change the communication style and listen more effectively.
In a negotiation with Coca-Cola, the speaker advised sending an email asking if they have given up on signing the contract by the end of the calendar year. Silence in response indicates that they have indeed given up.

Effective Communication Techniques

17:12 - 26:32

People often struggle to say "yes" in negotiations, leading to silence.
It is important to recalibrate communication when the other party has given up.
Building a social connection outside of the office can help uncover the other party's concerns and motivations.
Asking "how am I supposed to do that?" is a polite way to indicate that the answer is no.
This question can also create empathy and collaboration in negotiations.
Acknowledging the other party's offer as generous encourages them to be more generous.
Saying "it just doesn't work for me" takes away external criteria and avoids being held hostage by market prices or budgets.
Starting a conversation with "how are you today?" allows you to get straight to the point without unnecessary small talk.

Effective Questioning and Problem-Solving

26:01 - 35:21

Asking "how are you?" is often a probe to find out if someone is in the right mindset for a conversation.
Answering a question without understanding the motivation behind it can lead to misunderstandings.
When someone fails to perform, asking them why they didn't meet expectations will not yield honest answers. Instead, acknowledge that they may have a good reason for their performance and work towards finding solutions.
The "half" clients who are unhelpful or unsupportive should be avoided in favor of the more cooperative "elf" clients.
A certainty quiz can help determine if someone has a clear understanding of negotiation skills.
By taking advantage of resources like group coaching sessions and PDFs, individuals can improve their negotiation skills.

Applying Negotiation Techniques

34:51 - 44:15

The speaker emphasizes the importance of having a grounding in skills before participating in group coaching.
There are PDFs available on the three types that will be sent to participants.
The speaker suggests using the negotiation techniques discussed in personal and business communications, not just in negotiations.
No questions in marketing have shown higher rates of return compared to yes questions.
The speaker mentions that the negotiation techniques can be used across different areas for influence and getting to the next level.
A participant asks about using a specific email subject line and clarifies the offer for group coaching calls after completing the negotiation course.
The speaker mentions learning to smile more and communicate better as something he wishes he had known earlier in his career.
Another participant asks about initial engagement emails and shares examples from different industries.
The speaker approves of using split questions for initial engagement but cautions against giving away too much free consulting without genuine engagement.

Effective Sales Communication

43:44 - 47:22

The speaker asks if the people they respond to in the morning have a 100% close rate.
They mention that not everyone they interact with is looking for a sale, some are just seeking free consulting.
The speaker suggests identifying indicators of those seeking free consulting early on and removing them from focus.
They describe their approach of progressively going through five stages to determine if someone is a potential buyer.
Instead of starting with sales pitches, they prefer engaging in dialogue with low consequence questions.
The speaker advises against asking straight yes questions as it can trigger defensive responses similar to parasites.
Even in trusted relationships, engaging in parasite-like behavior can be problematic.