Van der Hoef: Letting counterparts speak first is crucial in negotiations
Marcel van der Hoef · Ted Seides – Interviewing and Manager Meetings (Capital Allocators, EP.94) · Apr 8, 2019 · at 36:17
Host Marcel van der Hoef summarizes key negotiation principles from former FBI hostage negotiator Chris Voss's book, 'Never Split the Difference'.
0:00 / 0:16exact quote · 16.8s
720p mp4 · rendered on demand · StarZero watermark
“While many of us think about a negotiation as an exchange of statements, Chris Voss explains that it's much more powerful to ask open-ended questions and let the other side go first. This allows you to gain access to the other person's mind, which is crucial in any negotiation.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →