- How To Negotiate --
The show is kicked off with Chris explaining that there is a balance between the negotiators conscious and subconscious efforts to influence the other party.
"We know that our brain only has the capacity to make so many decisions on a given day" - Chris Voss
Chris then shares the importance of understanding the beliefs that the other person holds so you can structure your negotiation in a way that ticks their boxes.
"You want to take a step back to start with and give the other side room to talk" - Chris Voss
The show is wrapped up with Chris describing the 'guided discovery' process and why going for a no might actually be the best thing to do in a negotiation.
