“The defensive reaction to “why” questions is something that we discovered within the hostage negotiation world but has proven to be true in both business and personal communication. Simply put, “why” questions may cause defensiveness on the other side. In…
“Cut-throat negotiators are predators—just like international kidnappers and terrorists. They aim to identify your weaknesses and then exploit them. In this video, Derek Gaunt shares the 3 ways to respond to a cut-throat using deference, Tactical Empathy and mastering “no.“ In…
“Is it a bad idea to leverage the natural human inclination to say no to get things done? In a previously recorded Fireside chat, Chris Voss shares his advice to audience questions on how to make no work for you.“ In…