FBI傳授談判技巧：成功要求加薪、殺價談判中需佔上風！Former FBI Agent Explains How to Negotiate｜科普長知識｜GQ Taiwan

Negotiation: The Three Phases

In this section, Joe Navarro, a former FBI agent and body language expert, discusses the three phases of negotiation: assessment, engagement, and transactional. He emphasizes the importance of planning and preparation in negotiations.

Planning for Negotiations

• Planning is crucial for effective negotiations.

• Clearly define objectives and consider the audience.

• Failure to anticipate questions can lead to disaster.

Engaging in Negotiations

• Mirroring behavior can help establish rapport.

• The empathic model of social interaction involves assessing information ahead of time and engaging with the other person in a natural way.

Transactional Phase

• Coordinating assessment and engagement allows for easier transition into the transactional phase.

• Chronicity - how we use time - can impact negotiations.

Recruiting Spies

In this section, Joe Navarro discusses his experience recruiting individuals who were working for hostile intelligence services. He emphasizes the importance of establishing trust through non-threatening behavior.

Establishing Trust

• It's not possible to simply ask someone if they are spying.

• Mirroring behavior can help establish trust without making the other person feel threatened.

Conclusion

In this video, Joe Navarro provides insights on effective negotiation strategies based on his experience as an FBI agent. He emphasizes the importance of planning and preparation, establishing trust through non-threatening behavior, and the three phases of negotiation: assessment, engagement, and transactional.

Talk on Negotiation The Power of Silence

In this section, the speaker talks about the power of silence in negotiation. He shares a story about how he used silence to get a better deal for his client and explains how letting extremists vent can lead to better negotiations.

The Power of Silence

• Silence can change the rhythm and direction of a negotiation.

• Letting someone vent over and over again can lead to entropy taking over, which can leave you in a better position to negotiate.

• When dealing with an angry customer, let them vent until their energy is dissipated before offering solutions.

Negotiation Strategies Negotiating with a Pedophile

In this section, the speaker shares one of his most difficult cases as an agent. He talks about negotiating with a pedophile and how he had to remain calm and assess the individual's behavior to get information out of him.

Negotiating with a Pedophile

• Assessing the individual's behavior is important when negotiating with someone who has committed heinous crimes.

• Proceed incrementally when engaging with such individuals by constantly assessing them.

• Use language carefully when talking to such individuals as certain words may trigger negative reactions.

• Establishing communication on a personal level can help in getting information out of such individuals.