| 19 consigli di chi negoziava per l'FBI (e come usarli)

Chris Voss negotiated hostage releases for the FBI for over 20 years. In his book, Never Split the Difference, he compiled the principles he used with terrorists. In this video, I'll take them one by one—all 19—and explain how to apply them when negotiating a salary, a contract, a purchase, or even just where to go to dinner. In this video, you'll discover: DJ-style voice: why lowering your voice during a negotiation reduces the other person's agitation and increases the likelihood that they'll truly listen to you. Repeating the last 3 words: the simplest technique to keep the other person talking and give you the information you need to build your negotiation strategy. Labeling emotions: how to say "you seem frustrated" unlocks the real problem behind the negotiation—because frustration is never the problem, it's the cause. "Good, you're right" vs. "yes": the difference between active and passive acceptance, and why an easy yes offers no real guarantee of commitment. Beware of "you're right": when the other person tells you you're right, you're losing ground without realizing it. Letting the other person say no: because no is a form of psychological protection—and a person who feels secure makes mistakes you can use to your advantage. Cautious questions (how? and why?): how to use just two words to shift the issue to the other person's table and make them see the limits of their position for themselves. Giving the impression that the other person is in control: why people who feel manipulated sabotage the negotiation even when they agree—and how to use invisible guardrails. Non-round numbers: why asking for €47,000 instead of €45,000 discourages a counteroffer—applicable to any financial negotiation. Loss Aversion: The cognitive bias that says losing €100 hurts more than gaining €100 does—and how to build your strategy around the other person's fears, not their goals. Deadlines as a tool: How to use urgency to your advantage and how to recognize it when it's used against you. Finding the true motivation: No one wants money for money's sake—finding what's behind it takes you to a completely different, and often more favorable, negotiating platform. Never Split the Difference: Why splitting the difference isn't a compromise, it's a surrender—and when it makes sense to seek a win-win situation to avoid destroying the relationship. The Black Swan: The hidden information that changes everything in a negotiation—like in the Jim Carrey movie where the negotiator never mentions the price of the house. The Rule of 3: Get the other person to say the same thing three times in different ways—if they do this, the likelihood of them changing their mind drops dramatically. Discuss the steps: Agreement isn't the end, it's the beginning—defining a timeline and next steps makes commitment real and avoids surprises in implementation. Tactical empathy: Understanding someone's point of view doesn't mean agreeing—it means making them feel you're listening, which increases the likelihood they'll listen to you. Ackerman Model: The 4-step technique for reaching your target number starting from 60-65%—with the 4 cognitive biases it exploits: anchor, loss aversion, perception of fairness, and scarcity. Life is a negotiation: from work to personal relationships, every interaction in which you want to win something is a negotiation—and these tools work everywhere. 📖 Never Split the Difference by Chris Voss → https://www.amazon.it/Never-split-dif... 🔥 Links mentioned in the video: 📚 Shortform — summaries of the best business and productivity books (21% off): https://www.shortform.com/?utm_source... ⚡ Office of Cards Hyperproductivity Course: https://officeofcards.com/videocorso-... --- 📩 For personalized consultations: [email protected] 🚀 The Office of Cards system — the 6 pillars to take your career to the next level: 📩 Newsletter → https://officeofcards.substack.com/ 📹 YouTube → Subscribe to the channel 📚 Skillshare – 1 MONTH FREE → https://skl.sh/3SB3IPn 🎧 Podcast – Over 200,000 downloads → https://officeofcards.com/podcast/ 📖 Book → https://amzn.to/3TquUCW 🤝 Community → https://office-of-cards.circle.so/ 🌐 officeofcards.com --- 📌 If this video was helpful: ✔️ Like — help the channel grow 💬 Leave a comment: what's the technique you'll use right away in your next negotiation? 📺 Subscribe to never miss the next episodes. 📹 Share this with anyone who's about to negotiate a salary or contract.