I am so happy to share this week’s book recommendation featuring a game-changer in the world of negotiation: “Never Split the Difference” by Chris Voss.
Why am I obsessed with this book and its author?
Let me tell you!
As a former FBI hostage negotiator, Chris Voss brings unparalleled insights into the art of negotiation. I’ve taken his courses and carry his book as my ultimate negotiation bible. His strategies are not just for high-stakes boardroom negotiations but are incredibly practical for everyday situations too.
When I started researching ways for women leaders to negotiate better, this book was pivotal. It’s armed me with techniques that have profoundly impacted both my professional and personal life.
One unique technique from the book is the “Accusation Audit,” where you address potential negative perceptions upfront to disarm the other party and build trust.
This strategy has been critical for me in Corporate!
How to Perform an Accusation Audit:
1. Identify Potential Objections: Think about the negative things the other party might be thinking or feeling about you, your proposal, or the situation. Do this ahead of time.
2. Address Them Proactively: Acknowledge these thoughts and feelings upfront, showing that you understand and empathize with their concerns. (Their concerns do not have to be valid to you.)
Example in a Professional Context:
When I was a project leader proposing a new workflow to streamline operations, I knew my team would be skeptical about the changes due to many past failures.
Accusation Audit Example – Exactly what to say:
“Before we dive into the new workflow proposal, I want to acknowledge that some of you might be thinking, ‘Here we go again with another change that’s going to disrupt our routine and will not work.’ I understand why you feel that way, given our past experiences, and it’s a valid concern. My goal here is to ensure that we address these worries together and find a way to make this transition as smooth and beneficial as possible for everyone.”
This approach showed my team that I recognized their concerns and was committed to addressing them. After I said that, I noticed some teammates’ facial expressions softened. It definitely built trust and opened the door for more productive discussions.
If you haven’t read it yet, I highly recommend diving into this treasure trove of negotiation wisdom.
With love, Mari Carmen
