Rajive Jain

Management

Negotiation strategy - From a Practitioner

Chris Voss who was the negotiator for FBI brings out key elements of negotiation. These points really appealed to me: 1. Listening and creating trust are important elements to start the process. 2. Forget the science and focus on the emotion 3. Negotiation is not a battle but a process of discovery. So ask open ended questions which will encourage counterparty to reveal their strategy 4. Don't feel their pain, Label it. Labeling is a way of validating someone’s emotion by acknowledging it.