Negotiation

Tactical empathy-based negotiation framework from FBI hostage negotiator Chris Voss.

Core Mindset

1. People want to be understood - Satisfy their need to feel safe and in control through active listening
2. Listen to discover, not to argue - Treat assumptions as hypotheses; let them reveal surprises
3. Focus on needs, not positions - Tangible demands mask emotional needs (respect, security, autonomy)
4. Never split the difference - No deal is better than a bad deal; avoid lukewarm compromises
5. "No" is the starting point - "No" means "not yet" or "not this way"; it makes people feel safe
6. Aim for "That's right" - Better than "yes"; signals genuine rapport and understanding
7. Stay calm and positive - Emotions are contagious; slow pace enables clear thinking
8. Unconditional positive regard - Respect them as a person regardless of disagreement

Quick Reference: Key Techniques