21、hidden gems
There are 3 hidden gems in every negotiation. 每场谈判都有3个隐藏的制胜法宝。
Hidden Gems are information that will significantly affect your negotiation when youre aware of them.
Your goal is to find them. 当你发现他们后，他们会明显影响你的谈判。你需要找到他们。
Every negotiation is new. Don't let old patternsblind you tothe newness of each situation. 不要被旧的模式盲目而忽略了每个情况的独特之处。
Always ask yourself: "Why are they communicating what they're communicating right now?" 为什么他们在讨论此刻这些内容呢？
Gems may not be directly related to the deal. 可能制胜法宝与当前的协议并不相关。
They're almost always tied to the other person's worldview: 而是关乎对方的世界观。
Religion宗教
Life circumstance 人生境遇
Values价值观
Hopes and dreams 希望和梦想
Things they fear and admire 他们恐惧和羡慕的事物
Hidden gems hold the words, incentives, and strategies thatbuild your rapport and influencewith the person. 建立融洽和谐的关系，并施加影响力
When you understand someone's worldview, you hold the keys to deal with them successfully.
22、leverage 筹码
positive 对方想要的
negative 指出对方会失去的，或者可以让他们suffer。 因为the psychology of loss aversion害怕失去的心理效应而起作用。但不要用威胁，只是label和强调他们可能失去的 it seems that your reputation is important to you.
normative 理解对方的世界观，你是否了解对方的信仰信念，抱着开放的心态仔细倾听。使用他们所说的语言。
23、回顾听到的信息，与其他人对照，找一个备用的速记员。listen listen listen
24、similarity principle
mirror the atttitudes, beliefs, ideas, and modes of dress.
我们都trust people who are similar，even when the similarities are shallow.
我们都信任同类，即使相同点是那么的肤浅，诸如上同一个课，或者关注同一个体育明星。
mirrior their gestures, dress, phrases they use, and their ideas. 重复1-3个最重要的词
25、their hopes and dreams
hidden gems. 如果你能发现一个人的渴望discover a person's desires, you have a powerful tool to influence their decisions.
Visualize 设想对方所希望得到的并使其形象化，每个人都想相信they're capable of the extraordinary他们能够成就非凡。展现你对他们期望获得的东西的热情，并且convey a purposeful plan about how to get there传达一个具体的有明确目标的坚决的计划。相信他们有能力达到目标。
we're all hungry for a map to joy. be courageous enough to draw it and others will follow.
我们都希望拥有快乐的地图，勇敢地画出来，自有人会跟随。
when someone displays excitement for somthing another has always wanted and shares a clear plan about how to make it happen, their perceptions of eventual success rocks the world.
当你对另一个人所渴望的表现出热情和兴奋，并分享一个清晰的使其发生的计划，他们对最终成功的看法会完全改变。
26、because
多用“因为...”即使后面跟的并非很好的理由。people respond favorbly to requests made in a reasonable tone voice followed by "because"(even if the reason isn't great) 人们也倾向于对以理性的语气表达出的理由做出肯定的回应
this still work because...
i can't do this because...
we need this deal because...
27、they are not crazy
people acting crazy often are not. 那些表现得疯狂的人往往并不是疯了。
他们可能是ill-informed, they have imcomplete or different information. 他们可能只是被错误的引导，可能没有获得充分的信息，或者有不同的信息渠道。
可能是constrained, they may not have power to close the deal. 他们可能受到限制，并没有拍板的权力。
可能是has other interests/hidden interests that justify their behaviors. 他们可能有你不知道的理由/利益点，正是他们如此行为的原因。
这个世界的其他人并不是非蠢即坏，也不是非傻即疯，只是你不一定知道而已。看待别人和世界，保持理智。
28、get face time
Remember the 7-36-55 rule (7% content ,38% tone of voice ,55% body language & face ).
If you don't get face time with the other person, you'll be negotiating at a disadvantage. 如果你是以非面谈方式，你就是处在不利位置在谈判。打电话也比发信息好。
Observe their unguarded moments , like the first few minutes before the meeting starts. 观察非控制时间，比如会议开始前的几分钟。
Watch and listen to them even after the discussion ends. 即使讨论结束，也要观察和倾听。
The "non - meeting" moments reveal a lot about the person's state of mind and current mood. 非会见时间可以看到许多此人当时的状态。
Watch their tone and body language - it's 93% of the entire message! 93%的信息通过面部和身体语言传达。
Note where they interrupt, say something 'crazy', or when/if their mood seems to change suddenly. These are reliable indicators to a hidden gem or fantastic leverage. 注意他们打断你的地方，他们说出疯狂之语的地方，或者他们的情绪突然变化的地方，这些都是提示器。
Anything that seems out of place is a hidden gem or opportunity. 所有看似不该出现的都是机会或隐秘制胜点。
Be willing to travel or find excuses to observe everything. 愿意出远门，找一切机会观察。
company: the black swan group
masterclass:https://www.masterclass.com/classes/chris-voss-teaches-the-art-of-negotiation
大师课网址，需要付费。看了下课程介绍，内容和我的笔记差不多，等以后再深入学习加深记忆吧。
1. Tactical Empathy
09:41
Meet your new instructor: former FBI lead international kidnapping negotiator Chris Voss. While many believe that negotiation is a battle, Chris sees successful negotiation as a collaboration rooted in empathy.
2. Mirroring
10:22
Mirroring is one of the most simple yet effective techniques in any negotiator’s repertoire. Through simple repetition, Chris demonstrates how you can gather vital information in a negotiation and put your counterpart at ease.
3. Labeling
11:27
Learn how you can use labels—verbal observations of feelings—to neutralize negative emotions in a negotiation or reinforce positive ones to create a better deal.
4. Exercise: Mirroring and Labeling
6:37
How does a conversation about escape room games lead to deep insights into someone’s character? Chris demonstrates how by using two key negotiation techniques: mirroring and labeling.
5. Mastering Delivery
10:49
The way you say something during a negotiation is as important as the words you choose. Chris explores how you can use tone and inflection to your advantage and shares his top tips for online communication.
6. Case Study: Chase Manhattan Bank Robbery
16:16
In 1993, two men held three employees hostage at a Chase Manhattan Bank in Brooklyn. Hear Chris’s techniques in action as he shares for the first time the tape recordings of his phone calls with the kidnappers.
7. Body Language & Speech Patterns
09:24
How people behave and how they say things can be much more insightful in a negotiation than what they say. This lesson is about looking beyond the surface and distinguishing truth from fiction.
8. Creating the Illusion of Control
11:21
Who has more control in a negotiation: the person who’s talking or the person who’s listening? Chris lets you in on the secret to gaining the upper hand in a negotiation and explains how you can shift the power dynamic to your advantage.
9. Mock Negotiation: Teenager
10:19
Chris plays the part of a father whose teenage daughter wants to spend the weekend with her boyfriend at his parents’ vacation home; he doesn’t trust the boyfriend. Chris demonstrates techniques to get his “daughter” on his side.
10. The Accusations Audit
8:04
There are often a lot of feelings in the room when a negotiation starts. Chris teaches you how to use an accusations audit as a means of identifying these feelings and turning negatives into positives.
11. The Value of "No"
11:08
Most people think the most important word in a negotiation is “yes.” In fact, the opposite is true. Chris tells you why “no” can be the pivotal word that gets you to your desired outcome.
12. Mock Negotiation: Rival
08:00
The hardest thing to reconcile in a negotiation is opposing views. Chris shows you how to handle competing agendas without alienating the other side.
13. Bending Reality
11:09
A negotiation can succeed or fail depending on how you frame your case. Chris walks you through the subtle art of perspective and how to understand a counterpart’s key emotional drivers in order to make a compelling case.
14. Bargaining
13:24
Hard bargaining doesn’t have to mean taking a sledgehammer approach. Chris teaches you how to bargain with skill, diplomacy, and tact.
15. Mock Negotiation: Salary
11:14
Chris demonstrates how to negotiate effectively for a pay increase. Learn why he doesn’t focus the conversation on money.
16. Black Swans
10:28
Black swans are game-changing pieces of information that you don’t know when entering a negotiation. Chris walks you through an FBI case where uncovering a black swan led to a breakthrough.
17. Mock Negotiation: “60 Seconds or She Dies”
11:15
An armed bank robber is barricaded in a bank with one female hostage. He wants a car in “60 seconds or she dies.” Watch as Chris deals with this tense, high-stakes negotiation where one wrong move can lead to a deadly outcome.
18. The Power of Negotiation
网友评论