Podcast summary
FBI Negotiator's Guide: Get What You Want at Work
Negotiation wins by preserving the other’s dignity
Successful negotiation aims for both parties to leave feeling respected and heard, making them flexible enough to collaborate; leverage comes from influence, not control, and timing ends at implementation details.
Use the “illusion of control” to guide
Control triggers fear and tunnel vision, so instead let the other side feel in control while you steer toward influence by reframing the “ask” as help building their future and career.
Defuse pressure by naming “no” and emotions
Starting with “no” and labeling the other person’s likely emotions creates safety, reduces guard, and pulls clearer information (via empathy and a “label”); if they refuse to care about implementation, walk away.
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