Chris Voss on Unlocking Open-Ended Question Superpowers

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Chris Voss is the World's #1 Negotiation Coach, CEO of The Black Swan Group, a firm that solves business negotiation problems with hostage negotiation strategies.
Chris founded the Black Swan Group, in 2008 upon his retirement from the FBI where he was the FBI’s lead international kidnapping negotiator.
Last, he is also a best-selling author of the book "NEVER SPLIT THE DIFFERENCE: NEGOTIATING AS IF YOUR LIFE DEPENDS ON IT.
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Most of this book will be blank with lined paper because there are no legitimate reasons NOT to focus on the employee.
Each chapter will start with a quote and a list of questions you can use as conversation starters.
I invite you to use this resource not only to provoke thought but also as a functional notebook.
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[@saleswithKyle]

This is one of the better interviews I've heard with Chris, kudos! IT stays on track, and emphasizes what he's talking about, not about the interviewers credentials, experience, etc... Great job.

[@Press1ForNick]

Wow. Thanks, Kyle! I appreciate your support.

[@at-last]

How supposed to do that? Whats your most important challenge. Stops one dead in tracks. Slow Thinking... Forced Empathy... Issue"s not the answer. Its One thing but so powerful. Grand slam home run. If put back on you...then dealing with non collaborative. Found the limit without pushing them away from the table nor radioactive toxic waste. If you want the deal you're going to do it

[@securityvlogger6825]

I sell alarm systems to home and small businesses for a living. By far the most challenging ‘negotiations’ I have to deal with is with my wife. If I ask her “How am I supposed to do that?”, I feel like that would be a dream come true for her as she would help me with 1000 micromanaging ways to run my life taking it as an open ended invitation to tell me exactly how wrong I am!

[@Press1ForNick]

To stay up to date with my latest videos, make sure to subscribe to this KZbin channel by clicking this link: kzbin.info

[@orlovae1]

What is wrong with open-ended questions starting from "Why"?I heard some doctors artistically using them to make a patient start thinking what is wrong in their life style, and have their own solution, which may be more motivating for changes.

[@AaronCPalmer]

Because 'why' is an accusation, 'why' is a burner on a hot stove. Best used carefully. Seasoned with salt.

[@negarsiadatnejad5963]

Because "why" implies that you're doing something wrong. Like you said, "to make a patient start thinking what is wrong in their life style." The point is not to make someone feel like they're doing something wrong but to draw awareness to what what they are actually doing, (there's more depth w/ this method) because often times our actions are unconscious. Instead a physician can ask, "what comes up for you when every time overeat or take that second drink.."

[@orlovae1]

@@negarsiadatnejad5963 Thank you. Clear. In the case I had in mind the situation itself was not such that the blaming would be natural. It was about high heart rate and insomnia. I see that in the situations like that you mentioned "why" might hurt.

[@Press1ForNick]

I completely agree. Why put people on the defense. What is more neutral.

[@aliciastewart3037]

As a Healthcare employee, I've unknowingly asked this question to upper level management. I have several certifications and I was experiencing management to do specific tasks. I've had management tell me "to figure it out". Now, I understand they were not collaborative. But when it came to a sim month review and/or review, how 🤔 do I request an appropriate raise?

[@Press1ForNick]

This video might help: kzbin.info/www/bejne/a2rNpGpqlLdrY7M

[@MarcMancuso8]

He sounds like Al Pacino

[@mgnwill]

Just responding to “What am I supposed to do about that?” with “That’s your problem” is not being uncollaborative, it’s being collaborative expecting the first speaker to take their share of the collaborative responsibility. To say “What am I supposed to do about that?” in the first place is not being collaborative. It’s as good as saying, “I’m not going to lift a finger in this negotiation, because I expect you to take responsibility for everything/to make all the concessions”.

[@Press1ForNick]

A slight tweak to your comment. Chris Voss says "How am I supposed to do that"? This makes it more collaborative.

[@georginajovanovic]

I would like to train with you and teach me negotiation if you are ever teaching in the uk

[@Press1ForNick]

This should provide you more information: www.blackswanltd.com/services/training-for-individuals

[@ironcross1252]

In what context would you use that phrase “how am I suppose to do that?” I wouldn’t know when to use that

[@Press1ForNick]

One example would be if someone is asking you to reduce your price for service.

[@ironcross1252]

@@Press1ForNick dude that is a excellent example! Wow thank you

[@Press1ForNick]

👍🏻

[@georginajovanovic]

What are you trying to prove in terms of your intention of this line of questions?

[@Press1ForNick]

The goal is to get the other person to keep talking. The more they talk, the more information they share.

[@iFreeThink]

Better than Greek worsening.

[@johncarnettie6804]

This is like instead of Jordan Peterson you have a barstool guy telling you stuff