Win Workplace Negotiations

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Exploring the Essential Features of “Win Workplace Negotiations”

Win Workplace Negotiations
Chris Voss
Increase your influence, gain trust, and find your voice at work with former FBI negotiator Chris Voss. In this session, you’ll learn 12 proven tactics to use every day at work, for big meetings or small moments. And you’ll get plenty of no-pressure practice to help you ace high-pressure situations

Perfect 12 negotiation tactics

Level up your skills with step-by-step guidance on projects to achieve learnings you’re proud of.

Flexible curriculum

We break down the class into manageable activities to do at your own pace.

All levels

This session is approachable for beginners and has advanced techniques for the more experienced.

Unlock new skills with a structured curriculum

Section 1

Introduction
 
Section 2

Become the Most Trusted Person at Work
 
Section 3

Strengthen Your Workplace Influence
 
Section 4

Create Epiphanies to Land the Deal
 
Section 5

Getting to the Agreement
 
Section 6

Negotiating Your Future
 
Section 7

Inclusive Negotiation

Skills you will learn

Build Your Influence

• Become a confident colleague
• Negotiate your salary with ease
• Develop into a trusted leader
• Advance your professional life
• Enhance your personal relationships
• Guide others to decisions of value

The Basics

• Negotiate like a professional
• Learn inclusive negotiation
• Develop interpersonal skills
• Become a better active listener
• Lead others with trust-based influence
• Find your own unique negotiation style

12 Negotiation Tactics

• Build rapport with mirroring and labeling
• Gather insight with calibrated questions
• Magnify your impact with dynamic silence
• Clear negativity with accusation audits
• Create epiphanies to land bigger deals
• Use loss aversion to help land the deal

Explore the full curriculum

1
Introduction
Chris Voss shares what you can expect to learn and should do to get the most value out of his session.

1 Session Overview
5 minutes

Chris Voss shares what you can expect to learn and do to get the most value out of his session.

2 Meet Your Instructors: Chris Voss and the Black Swan Team
4 minutes

Chris introduces Brandon, Derek, and Sandy—three members of his negotiation consultancy, The Black Swan Group. Together, they will be teaching you the fundamentals of negotiation at work.

3 Write Down Your Goals
3 minutes

Grab your pen and pad and write down three goals you want to achieve by the time you’ve completed this session. Think about how you’d like this class to impact your career and life.

4 Share Your Goals
Type your handwritten list of goals below to share it with the community.

5 Give Feedback to Your Peers
Now that you’ve seen what everyone else is looking to achieve, take a moment to give them some encouragement.

2
Become the Most Trusted Person at Work
Chris demonstrates how mirroring, labeling, and dynamic silence techniques during work negotiations can help you become a universally trusted leader or team member.

1 Introduction: Become the Most Trusted Person at Work
4 minutes

Chris explains the importance of trust among colleagues and introduces you to mirroring and labeling, two essential skills for building trust-based influence at work.

2 Skill Introduction: Mirroring
14 minutes

Chris goes deeper on the skill of mirroring, emphasizing the importance of active listening—and even proactive listening. You’ll learn how to use your tone of voice to foster trust and create a rapport with colleagues. Chris also shares two examples of mirroring in a work context.

3 Skill Introduction: Labeling
16 minutes

In this activity, learn how to label so you can help coworkers feel heard, seen, and understood. Learn how tapping into your gut instinct can drive better and faster decisions at work. Then, test your labeling skills by coming up with your own labels based on a workplace scenario provided by Chris.

4 Follow Along: Building Rapport Scene Practice
8 minutes

As you watch the video, note how many examples of mirroring and labeling you discover.

5 Play-by-Play: Building Rapport
9 minutes

Follow along with Chris as he highlights the use of mirroring and labeling in Derek and Sandy’s conversation and explains how these skills build rapport and long-term trust at work.

6 Skill Introduction: The Accusation Audit
5 minutes

Chris teaches you the accusation audit, a strategy for deactivating negative emotions. This powerful skill is particularly effective when asking for something or delivering bad news.

7 Interactive Practice: Using the Accusation Audit at Work
10 minutes

Now it’s your turn. Test your skills by using the accusation audit in a workplace scenario that Chris provides.

8 Skill Introduction: Dynamic Silence
7 minutes

Welcome to your new secret weapon. Dynamic silence is a powerful way to diffuse anger, demonstrate appreciation, and show respect.

9 Follow Along: Managing Up Scene Practice
12 minutes

Put your skills to use in this interactive practice scenario, which gives you a chance to identify mirroring, labeling, and dynamic silence. Chris will then guide you through a play-by-play analysis of the practice scenario. You will identify the use of labels, mirrors, and dynamic silence–including some you may have missed.

10 Interactive Practice: Mirroring Your Upset Manager
11 minutes

Derek and Sandy practice the skill of mirroring, and then break down the details so you can practice alongside them. You will then practice the skill of labeling, watch Derek and Sandy in a demo, and, finally, get a play-by-play breakdown from Chris.

11 Interactive Practice: Combining Mirroring, Labeling, and Dynamic Silence
11 minutes

Derek and Sandy demonstrate the technique of mislabeling, with insightful commentary from Chris. You will then practice three skills you’ve learned–mirroring, labeling, and dynamic silence–in an interactive role-play.

12 Skill Introduction: Accusation Audit Prep Sheet
2 minutes

Chris demonstrates how to create a prep sheet for your next skill: the accusation audit. Then, create your own accusation audit prep sheet using the document in the Guides section.

13 Share Your Accusation Audit Prep Sheet
Once you’ve written your prep sheet, type it below to share it with the community. Feel free to share how you plan to apply this tactic in your daily life.

14 Put Your New Skills Into Practice
It’s time to put mirroring, labeling, dynamic silence, and the accusation audit into practice with some real-world scenarios.

15 Share Your Reflections
Share your personal reflections on mirroring, labeling, and the accusation audit with your fellow negotiators. Which skill did you find most difficult? Which came most naturally?

16 Give Feedback to Your Peers
After viewing your fellow negotiators’ reflections, engage them with your own thoughts and feedback.

3
Strengthen Your Workplace Influence
Learn how to understand your counterpart’s needs by asking the right questions at the right times. By the end of this section, you will know how to get a “no” response—a key step to negotiating an outcome that benefits everyone.

1 Introduction: Strengthen Your Workplace Influence
3 minutes

Chris introduces you to the skills of influence and persuasion and explains why they are critical to your success.

2 Skill Introduction: Calibrated Questions
11 minutes

Chris introduces a new skill: calibrated questions. You’ll learn why they are an important tool in negotiation—and how to use them.

3 Skill Introduction: No-Oriented Questions
7 minutes

Chris explains a simple, surprising technique that gets you a long way in any negotiation—getting people to say “no” instead of “yes.”

4 Follow Along: Unhappy Employee Scene Practice
4 minutes

Follow along with Brandon, Sandy, and Chris as they demonstrate a workplace scenario. Take note when you observe them using negotiation fundamentals.

5 Play-by-Play: Unhappy Employee
8 minutes

Now that you’ve identified the negotiation skills in the scenario, Chris breaks down the specifics of how each one was used.

6 Follow Along: Unproductive Team Member Scene Practice
4 minutes

Work with Sandy to test your knowledge of calibrated questions and how to use them effectively.

7 Play-by-Play: Unproductive Team Member
6 minutes

Chris shows you how the negotiation tactics in the previous practice were used to create the particular outcome.

8 Interactive Practice: Overwhelmed Employee
4 minutes

Practice the no-oriented question in this workplace example provided by the Black Swan team.

9 Interactive Practice: Delayed Job Offer
6 minutes

Work toward perfecting the no-oriented question in this new practice.

10 Interactive Practice: Encouraging a Different Approach
7 minutes

Brandon and Sandy demonstrate how to use calibrated questions in a work context.

11 Low-Stakes Practice
4 minutes

Chris will help you put all the skills you’ve learned in this section to use in some real-world scenarios.

12 Share Your Reflections
Share your personal reflections on influence, persuasion, no-oriented questions, and calibrated questions with your peers. How would you make use of calibrated questions in everyday life to gather information? What do you think is the difference between manipulation and influence?

4
Create Epiphanies to Land the Deal
Discover how to put yourself on the path to better agreements by inspiring mutual moments of understanding. Practice summarizing and paraphrasing to break down barriers between your side and theirs.

1 Introduction: Create Epiphanies to Land the Deal
3 minutes

Do you get to an agreement? Or do you make the agreement come to you? Chris introduces the process of building trust in the workplace by creating epiphanies and explains the difference between “that’s right” and “you’re right.”

2 Skill Introduction: Paraphrasing and Summary
15 minutes

Chris explains two crucial negotiation tools: the paraphrase and the summary.

3 Your Overwhelmed Team Member
7 minutes

Learn how to diffuse negative emotions in a business setting with a “that’s right.”

4 Follow Along: The Growing Candymaker Scene Practice
3 minutes

As Brandon and Sandy perform a scenario, identify the skills they demonstrate.

5 Play-by-Play: The Growing Candymaker
6 minutes

Cross-check the skills you identified with the ones Chris points out here—and learn why these tactics were used.

6 Interactive Practice: Your Frustrated Employee
13 minutes

For this practice, learn the skill of the summary.

7 Low-Stakes Practice
6 minutes

Chris provides instructions for this practice—along with an example of how he might do it himself.

8 Share Your Reflections
Share your personal reflections on the paraphrase and the summary with your peers. What was the most difficult part of bundling your skills? Did you run into any obstacles? How did you overcome them?

9 Give Feedback to Your Peers
Check out your fellow negotiators’ reflections and let them know what you think.

5
Getting to the Agreement
Employ the concepts of fairness, deadlines, and loss aversion to actually bend your counterpart’s reality closer to yours—bringing you both closer to a favorable agreement.

1 Introduction: Getting to the Agreement
5 minutes

Chris describes what it means to maximize value, and why aspiring toward fairness is critical to becoming a better leader.

2 Skill Introduction: Fairness
6 minutes

Learn about fairness and how to apply it in your negotiations.

3 Skill Introduction: Deadlines
11 minutes

Chris introduces the concept of deadlines.

 4 Using Deadlines to Close an Indecisive Client
2 minutes

Review a business scenario that you might find familiar to find examples of deadlines.

5 Skill Introduction: Loss Aversion
4 minutes

Discover the crucial tool used by The Black Swan Group in many negotiation scenarios: loss aversion.

6 Follow Along: Lease Negotiation Scene Practice
11 minutes

Follow along with a negotiation performed by Brandon and Derek, and identify the tactics they use that you’ve learned in this section.

7 Play-by-Play: Lease Negotiation
12 minutes

Chris does a deep dive into the tactics that Brandon and Derek used in their practice conversation, highlighting what went right.

8 Practice Your Deadline, Fairness, and Loss-Aversion Skills
Put your latest negotiation skills to work in your daily life—remembering to take notes and reflect on the experience.

9 Share Your Reflections
Share your personal reflections on deadlines, fairness, and loss aversion with your peers. Did you remember to leave your dialogues open, so you could revisit your counterpart’s concerns? How many times did you do so? Which skills did you use in order to make your negotiations more fair?

10 Give Feedback to Your Peers
Check out your fellow negotiators’ reflections and let them know what you think.

6
Negotiating Your Future
Chris and his Black Swan team lead you through a workshop, taking all the skills you’ve learned so far into a relatable real-life situation: negotiating a job offer.

1 Introduction: Negotiating Your Future
2 minutes

Use the skills you’ve learned so far as Chris guides you through a relatable situation: negotiating a job offer.

2 Follow Along: Negotiating Pay Structure
8 minutes

Follow along with a job offer negotiation and identify the tactics you’ve learned.

3 Play-by-Play: Negotiating Pay Structure
9 minutes

Chris offers a play-by-play of the tactics used in the previous practice.

4 Follow Along: Salary Negotiations
13 minutes

The Black Swan Group performs a longer negotiation scenario to demonstrate how to successfully combine all the skills you’ve learned.

5 Play-by-Play: Salary Negotiations
13 minutes

Chris goes through the scenario and comments on what worked to produce the best outcome.

6 Put Your Latest Skills Into Practice
It’s time to put your pay negotiation skills to work. Let’s practice getting you that raise.

7 Share Your Reflections
Share your personal reflections on your raise-negotiation scenario with your peers. Did you leave the dialogue open to revisiting the concerns and limitations of your counterpart? How many different negotiation tactics did you use?

8 Give Feedback to Your Peers
Check out your fellow negotiators’ reflections and let them know what you think.

7 Inclusive Negotiation
Derek and Brandon of the Black Swan negotiation team share lessons they’ve learned on the way to becoming considerate leaders, and explain how tactical empathy can encourage inclusivity. Team member Sandy delivers insights on challenges women face in negotiation.

1 Introduction: Inclusive Negotiation
20 minutes

In the final section of this session, the Black Swan team explains how the negotiation skills you’ve learned apply to everyone at the table.

2 Tactical Empathy and Inclusivity
10 minutes

Derek and Brandon share anecdotes and personal experiences to elaborate on inclusive negotiation.

3 Challenges and Solutions for Women
13 minutes

Sandy provides insights into the challenges that women face in workplace negotiations—along with some possible solutions.

4 Put Your Inclusivity Skills Into Practice
It’s time to put your inclusive negotiation skills to work—and achieve one of your goals while you’re at it.

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