Masterclass - Chris: Voss - The Art Of Negotiati...

Voss argues that When someone says no, they feel in control and safe. By framing questions to trigger a "no" (e.g., "Is it totally ridiculous to ask for a Friday deadline?" ), you lower their guard and open the door to real progress. The "Black Swan" Theory

This is the act of naming an emotion or a situation. By saying, "It seems like you’re concerned about the budget," you acknowledge their feelings. If you’re right, they feel heard; if you’re wrong, they’ll correct you—either way, you get more information. The Power of "No" MasterClass - Chris Voss - The Art of Negotiati...

The course takes its deeper insights from Voss’s book, Never Split the Difference . He introduces the concept of the —a piece of information that you don’t know exists, but if uncovered, changes everything. Voss argues that When someone says no, they