How to Get What You Want in Any Negotiation (with Ashley Stahl and Chris Voss)

<p>&nbsp;In this episode, Mark hands the mic to Ashley Stahl, a former counterterrorism professional turned career coach. In this feed drop from Ashley&rsquo;s You Turn podcast, Ashley interviews Chris Voss, the lead international kidnapping investigator for the FBI, author of <em>Never Split the Difference</em>, and CEO of the Black Swan Group.<br /><br /></p> <p><strong>Today, Mark hands the mic to Ashley Stahl, a former counterterrorism professional turned career coach. In this feed drop from Ashley&rsquo;s You Turn podcast, Ashley interviews Chris Voss, the lead international kidnapping investigator for the FBI, author of </strong><strong><em>Never Split the Difference</em></strong><strong>, and CEO of the Black Swan Group. In this masterclass on negotiation, Chris and Ashley cover salary negotiation tactics, how to use empathy to get what you want, negotiation psychology, and so much more.</strong><strong><br /></strong><strong><br /><br /></strong></p> <p><strong>Key Takeaways:</strong><br /><br /></p> <ul> <li aria-level="1"><strong>Never go first.</strong> Chris says the secret to gaining the upper hand in negotiations is giving the other side the illusion of control. That&rsquo;s why the smartest and best negotiators let the other side go first. He who speaks first loses, since you're giving the other side a lot of information right off the bat, and you&rsquo;re not learning anything you can use in your favor. If you&rsquo;re asked a question first, respond, but don&rsquo;t answer the question right away. Pivot as much as possible back to the other person and make them divulge first.<br /><br /></li> <li aria-level="1"><strong>There are no bad teams, only bad leaders.</strong> Chris says that if his people are responding to him poorly, then he&rsquo;s failing as a leader, and he needs to make some changes. The more work-focused a leader gets, the more the work product suffers. If a leader isn&rsquo;t happy with the job somebody's doing, they&rsquo;re likely treating that person as a commodity and not as