Listening your way to yes
Tactical empathy, Chris Voss and negotiation.
- Level
- Bitesize
- Learning time
- 1 hour 30 minutes
- Where
- Influence, Persuasion and Negotiation
- Price
- £39
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Read the full terms
Certificate of Completion
Overview and Outcomes.
Overview
Under pressure, people must feel heard before they will move. Drawing on Chris Voss's Never Split the Difference, this module covers tactical empathy and its four core techniques of mirroring, labelling, calibrated questions and the accusation audit, the difference between 'that's right' and 'you're right', the Ackerman bargaining model and the three kinds of yes. The 1993 Chase Manhattan Bank robbery shows labelling succeeding where direct questions failed. Negotiating across culture, distance and unequal power changes the style of a negotiation more than its substance. This module uses Hofstede's dimensions and Edward Hall's high and low context communication with care, compares negotiation, mediation, arbitration and litigation, and sets out Goldberg, Green and Sander's interests, rights and power alongside William Ury's third side. The Black Sea Grain Initiative shows shuttle mediation working across extreme power and distance.
What you'll develop
In this Bitesize, you will develop the ability to:
- Use mirroring, labelling, calibrated questions and the accusation audit in a difficult conversation.
- Distinguish a counterfeit, confirmation and commitment yes, and recognise when 'that's right' signals genuine understanding.
- Apply the Ackerman model and loss aversion framing to structure an offer, and explain why splitting the difference often fails.
- Use Hofstede's dimensions and high and low context communication as hypotheses to test, without stereotyping an individual counterpart.
- Compare negotiation, mediation, arbitration and litigation, and explain why an effective system moves disputes from interests to rights to power.
The Modules.
1 hour 30 minutes of learning.
- 08Tactical Empathy: The Voss Method for High-Stakes NegotiationUnder pressure, people must feel heard before they will move. Drawing on Chris Voss's Never Split the Difference, this module covers tactical empathy and its four core techniques of mirroring, labelling, calibrated questions and the accusation audit, the difference between 'that's right' and 'you're right', the Ackerman bargaining model and the three kinds of yes. The 1993 Chase Manhattan Bank robbery shows labelling succeeding where direct questions failed.45 min
- 09Negotiating Across Difference: Culture, Power and Global ContextsNegotiating across culture, distance and unequal power changes the style of a negotiation more than its substance. This module uses Hofstede's dimensions and Edward Hall's high and low context communication with care, compares negotiation, mediation, arbitration and litigation, and sets out Goldberg, Green and Sander's interests, rights and power alongside William Ury's third side. The Black Sea Grain Initiative shows shuttle mediation working across extreme power and distance.45 min
Keep going.
Part of the Influence, Persuasion and Negotiation topic, also sold whole as Getting to yes, well.
Go deeper, and pay only the difference
- You are hereBitesize, 1 hour 30 minutes, £39
- Next stepExplore, At the table, 5 hours 30 minutes, £129. Already own the Bitesize? You pay £90.
- The whole topicImmerse, Getting to yes, well, 9 hours 30 minutes, £249. Already own the Bitesize? You pay £210.
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Prices per person. Read the full terms
Also part of: No title required, The conversations we put off
Other Bitesize in the Influence, Persuasion and Negotiation topic
- Where influence really comes fromPower, authority and influence at work1 hour£39
- The art of the persuasive caseCialdini's principles of persuasion and rhetoric1 hour 30 minutes£39
- Reading the roomNegotiation skills: the foundations1 hour 30 minutes£39
- Before you sit downNegotiation preparation and tactics1 hour 30 minutes£39
- Alliances and corridorsCoalition building and office politics1 hour 30 minutes£39
- Persuasion at work, case by caseInfluence and negotiation case studies45 minutes£39
