1. 9 How do you take Criticism ?
1.1. Criticism is mostly fear driven
1.2. It is a form of advice
1.3. It becomes an addiction for some people
1.4. Every hater there is going to be 10 people on your side
1.5. video
1.5.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
2. 10 What is a role playing exercise that anyone can do it with a friend?
2.1. Try to get magic two words "that's right" by summarizing what they told
2.2. Summarize their point of view
2.2.1. walk em up with a summarize
2.3. video
2.3.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
3. 11 How important is the intention before the negotiation
3.1. Video
3.1.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
3.2. Hotel Tactic :)
3.2.1. Emotional anchoring
3.2.1.1. No price anchoring
3.2.1.2. Start with the negative attitude but finish with the positive
3.2.1.3. Last impression
3.2.1.4. like law of gravity, last impression must be positive
3.2.1.5. Video
3.2.1.5.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
3.2.2. Video
3.2.2.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
3.3. Emotional anchoring
3.4. Emotional anchoring
4. 12 In longtime negotiations how do you finalize it ?
4.1. Start with emotional anchoring / Preserve the memories i am going out of it.
4.2. Finishing with positive impression
4.3. Lat words should be positive
4.4. Video
4.4.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
5. 13 What is something you did as a hostage negotiator works now in negotiatons
5.1. video
5.1.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
6. 14 What's the best approach when you want to buy something without being so needy
6.1. Make them say or use all the things that make the price so high at the beginning
6.2. 8 mile rule say it first
6.2.1. 8 Mile - Ending Battles (4K/UHD)
6.3. If you want to buy my company what is the best approach.
6.3.1. appreciation
6.3.2. Lowering your expectations by emotional anchoring
6.3.3. No answer question
6.3.4. Use fear of lost
6.3.4.1. ıf the company value is 9
6.3.4.2. And you have 8
6.3.4.3. with out you it could be 15 and with you it is 40 use the fear of lost.
6.3.4.4. Use future pie
6.3.5. Reframing
6.3.5.1. People always framed on a wrong thing
6.3.5.2. Almost always framed on today appose to where can be tommorow
6.3.6. Video
6.3.6.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
6.4. video
6.4.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
7. 16 What is your definition of greatness
7.1. Having a sense of what you can be
7.2. Having a sense of going after
7.3. Video
7.3.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
8. 15 If it is your last day on the world what would be the three lessons you would like to share
8.1. Be curious
8.1.1. learn more
8.2. Be nicer
8.2.1. wound less
8.3. Be grateful
8.3.1. you would recover faster
8.4. Video
8.4.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
9. 1 Burning bridges because of emotions
9.1. To avoid it learn to be genuinely curious
9.1.1. This mind set is close to mindset of FLOW
9.1.2. You never feel backed in to a corner
9.1.3. You will never blowup a bridge
9.1.4. Threating situation
9.1.4.1. Procurement Negotiators
9.1.4.1.1. Procurement negotiators feared because of that they are very pushy.
9.1.4.1.2. They are constantly backed into corner by their employers
9.1.4.1.3. It's one of the toughest jobs out there
9.1.4.1.4. They are probably make treats
9.1.4.2. Treat to treat is negative
9.1.4.3. Of somebody is treating you stay in the curious mindset
9.1.5. In a threat situation answer with the curios mindset "what kind of pressure you are under"/ "Sounds like you are under in pressure"
9.2. Video
9.2.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
10. 2 How do you separate that emotional part
10.1. Video
10.1.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
10.2. You have three choices
10.2.1. Stay even
10.2.2. Be worse
10.2.3. Get batter
10.2.4. Two of them require effort
10.2.4.1. stay even
10.3. amigdala
10.3.1. 75% of the real estate delicate to negative toughts
10.3.2. To live from running away from the soothsayer
10.4. Gratitude
10.4.1. is a great emotional act
10.4.2. You write three things that you are grateful
10.4.3. It's emotional and spiritual hygiene
10.4.4. You need every day like brushing your teeth or having a bath
10.4.5. If you to not do it everyday you deteriorate
11. 3 As a FBI agent how often did you fall backwards to negative state?
11.1. I never did it. I did get mad wit my bosses
11.2. Video
11.2.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
12. 4 For basic negotiations?
12.1. Video
12.1.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
12.2. Recognition and being personal
12.3. Everybody what to be acknowledged
12.4. Why positivity works Shawn Achor we are 31% smarter
12.4.1. Shawn Achor TED Talk
12.4.1.1. The happy secret to better work | Shawn Achor
12.5. Bono " If i could find a way to share a laugh with them early with them. The Chance to come with up deal increases
12.6. Tactical empathy works / Because you choose the positive way
13. 5 What are your findings since the book's publishing?
13.1. First / procurement specialist have a hard job
13.2. Second/ Fake deals
13.2.1. Fake deals are more than 20%
13.2.2. How to eliminate the non buyers
13.2.2.1. Reverse why question to have a better answer / Why do you choose us
13.2.2.1.1. Two emotional buttons pressed
13.2.2.1.2. The word why creates defensiveness
13.2.2.1.3. Reverse cycology
13.2.2.2. Vision drives Decision
13.2.2.2.1. Video
13.2.2.2.2. If they do not have a vision of doing business with you you can't put it there
13.2.2.3. Your most valuable commodity is time
13.2.2.3.1. You can't get it right now
13.2.2.3.2. do not chase every opportunity
13.2.2.3.3. video
13.2.2.4. What if we are new to business
13.2.2.4.1. video
13.2.2.4.2. Demonstrate that you know the topic that you are working
13.2.3. What is a fake deal?
13.2.3.1. need you as a competing deal
13.2.3.2. Consulting
13.2.4. Video
13.2.4.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
13.3. Video
13.3.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
14. 6 What are the most common negotiations that everyone goes through daily basis
14.1. Never been mean to somebody who could hurt you with out doing something
14.1.1. Flip side is they could do something that could help you
14.1.2. Recognition
14.1.3. Understanding
14.2. video
14.2.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
15. 7. What is the formula to get people to do things just because they feel like it
15.1. Smiling
15.1.1. neuro science behind the smile
15.1.2. You hit their mirror neurons immediately and you start to smile in their brain
15.1.2.1. Smile is an involuntary response
15.2. Your inner voice betrays your outer voice
15.2.1. They are going to feel your inner voice
15.2.2. The greatest negotiators in the world maximize the use of body language and the mood.
15.2.2.1. You can learn it
15.2.2.2. Practice matters / Blue Angels practice 63 or 64 times to put it into your brain
15.2.2.3. Daniel Coil talent code
15.2.2.3.1. Video
15.2.2.3.2. Deep Practice / Practice slow
15.2.2.4. Practice Slow !
15.2.2.4.1. Labeling
15.2.2.4.2. Every try you make you make a stronger electrical circuit in the neurons
15.2.2.4.3. A Great business deal is alignment of core values
15.2.2.4.4. Video
15.2.3. video
15.2.3.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
15.3. Neuro Science is picking it up the response
15.4. Video
15.4.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
16. 8 What is that person feel on the other side when you show your attempt to empathy
16.1. They feel connected, they feel seen
16.2. If you feel connected and listened to you could go back try to understand why they do it
16.3. Every human being will hurt you
16.3.1. miss interpretion
16.3.2. by accident
16.3.3. on purpose
16.4. If I hurt somebody i want to know
16.5. The why behind Chris Voss's FBI Carrier
16.5.1. Hurting someone without knowing
16.5.2. Forgiveness and saying sorry to the ones behave like a jerk
16.5.3. Getting so close to the hot button.
16.5.4. Video
16.5.4.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes
16.6. Video
16.6.1. THE SECRET To Negotiating In Business & Life TO ACHIEVE SUCCESS | Chris Voss & Lewis Howes