Hostage crisis word cloud concept with terrorism police related tags

 

From Barking Up the Wrong Tree, Eric Barker provides great recommendations on how to be persuasive from Chris Voss author of an excellent new book: “Never Split The Difference.”  Eric summarizes:

Here’s what Chris had to say about how to be persuasive:

  • Don’t be direct: Direct usually comes off as rude, no matter your intentions. Be nice and slow it down.
  • Don’t try to get them to say “yes”: Pushing for a “yes” makes people defensive. Try to get a “no.”
  • Do an “accusation audit”: Acknowledge all the negative things they think about you to defuse them.
  • Let them feel in control: People want autonomy. Ask questions and let them feel like they’re in charge.
  • The two magic words they need to say: Summarize their position to trigger a “That’s right.”
  • Listen for levers: They might only need the orange peel. Listen, listen, listen.
  • Keep asking “How am I supposed to do that?”: Let them solve your problems for you.

Read the full story at This Is How To Be Persuasive: 7 New Secrets From Hostage Negotiation

Advertisements