FBI Trick: Get “That’s Right” to Win Deals | Never Split the Difference by Chris Voss (Chapter 5) скачать в хорошем качестве

FBI Trick: Get “That’s Right” to Win Deals | Never Split the Difference by Chris Voss (Chapter 5)

In this chapter, Chris Voss (former FBI hostage negotiator) shows why chasing “yes” stalls negotiations—and how provoking the two words “That’s right” creates real behavioral change. We break down the Behavioral Change Stairway Model (active listening → empathy → rapport → influence → change), the difference between “That’s right” vs. the deadly “You’re right,” and the exact listening tools that flip resistance into agreement. You’ll hear the Jeffrey Schilling hostage case, the reset strategy that dissolved a $10M “war damages” demand, and how the same playbook wins in sales and career moves. We’ll cover effective pauses, minimal encouragers, mirroring, labeling, paraphrasing, and the power summary that gets your counterpart to validate your framing. Plus: why “Getting to Yes” isn’t enough without “how,” and how spotting hidden “Black Swans” unlocks outcomes others miss. If you negotiate with clients, bosses, partners, or family, this is your turning point: stop pushing logic, start engineering empathy—then listen for “That’s right.” #NeverSplitTheDifference #ChrisVoss #Negotiation #Sales #FBI #ActiveListening #Mirroring #Labeling #ThatsRight #GettingToYes #Communication #Leadership #BusinessGrowth #DealMaking