{"id":1968,"date":"2019-01-31T19:17:47","date_gmt":"2019-01-31T13:47:47","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=1968"},"modified":"2019-06-01T19:21:41","modified_gmt":"2019-06-01T13:51:41","slug":"why-it-is-important-to-get-to-thats-right-lessons-on-negotiation-from-a-24-year-veteran-fbi-hostage-negotiator","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/why-it-is-important-to-get-to-thats-right-lessons-on-negotiation-from-a-24-year-veteran-fbi-hostage-negotiator\/","title":{"rendered":"Why it is important to get to &#8216;That\u2019s right&#8217;. Lessons on negotiation from a 24 year Veteran FBI Hostage Negotiator."},"content":{"rendered":"\n<p class=\"has-drop-cap\">Andy Raskin recently wrote on his experience of a CEO he was working with, negotiating with a senior colleague on the strategic story for the company. The colleague was not aligned with what was being proposed and Andy\u2019s sessions with him did not help at all. He didn&#8217;t budge. Next, the CEO has a chat at the end of which this employee turns around completely. It was attributed to a negotiation technique espoused by Chris Voss in his book \u2019Never Split the Difference\u2019. <\/p>\n\n\n\n<!--more-->\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter is-resized\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/01191956\/0-3.jpg?resize=450%2C609&#038;ssl=1\" alt=\"\" class=\"wp-image-1969\" width=\"450\" height=\"609\" srcset=\"https:\/\/i0.wp.com\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/01191956\/0-3.jpg?resize=450%2C609&#038;ssl=1 600w, https:\/\/i0.wp.com\/cdn.pitch.link\/blog\/wp-content\/uploads\/2019\/06\/01191956\/0-3.jpg?resize=450%2C609&#038;ssl=1 222w\" sizes=\"(max-width: 450px) 100vw, 450px\" data-recalc-dims=\"1\" \/><\/figure><\/div>\n\n\n\n<p>\u201cVoss\u2019s game-changing insight was that nearly every successful hostage release happens only after the chief negotiator establishes an emotional connection with the kidnapper\u2026..traditional negotiations tactics &#8211; were focused &#8230; to reach a win-win solution through logic and reason\u201d. Voss writes : \u2026\u201dhave you ever tried to devise a mutually beneficial win-win solution with a guy who thinks he\u2019s the messiah?\u201d <\/p>\n\n\n\n<p>So what did the CEO do? He kept summarizing what the colleague had told him till he said \u201c That\u2019s right\u201d. According to Voss, this is when the other party feels that their voice has been heard, acknowledged and understood. <\/p>\n\n\n\n<p>For this approach to work, it entails that one truly\u00a0opens oneself up, to listening actively and making necessary changes to the discourse. <\/p>\n\n\n\n<p>Link to Andy Raskin&#8217;s post : <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/bit.ly\/2CWzGAh\">https:\/\/bit.ly\/2CWzGAh<\/a> <\/p>\n\n\n\n<p>Link to a Google Talk by  Chris Voss  : <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/bit.ly\/29bo3HM\">https:\/\/bit.ly\/29bo3HM<\/a> and the book :  <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/amzn.to\/2CYkv9W\">https:\/\/amzn.to\/2CYkv9W<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Andy Raskin recently wrote on his experience of a CEO he was working with, negotiating with a senior colleague on the strategic story for the company. The colleague was not aligned with what was being proposed and Andy\u2019s sessions with him did not help at all. He didn&#8217;t budge. Next, the CEO has a chat [&hellip;]<\/p>\n<\/p><div class=\"more-link\"><a href=\"https:\/\/pitch.link\/blog\/why-it-is-important-to-get-to-thats-right-lessons-on-negotiation-from-a-24-year-veteran-fbi-hostage-negotiator\/\" class=\"btn btn-small btn--dark btn-hover-shadow\"><span class=\"text\">Continue Reading<\/span><i class=\"seoicon-right-arrow\"><\/i><\/a><\/div>","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"inline_featured_image":false,"ub_ctt_via":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[69,74],"tags":[],"class_list":["post-1968","post","type-post","status-publish","format-standard","hentry","category-what-i-learnt-today","category-sales"],"aioseo_notices":[],"featured_image_src":null,"author_info":{"display_name":"Subhanjan Sarkar","author_link":"https:\/\/pitch.link\/blog\/author\/subhanjan\/"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/paX7jg-vK","_links":{"self":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/1968"}],"collection":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/comments?post=1968"}],"version-history":[{"count":0,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/1968\/revisions"}],"wp:attachment":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/media?parent=1968"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/categories?post=1968"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/tags?post=1968"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}