Masterclass - Chris Voss - The Art Of Negotiati... «Linux»

Instead of saying, "I deserve a 20% raise because of X, Y, Z logical reasons," Voss suggests an emotional approach:

The title of Voss’s book—and the central theme of the MasterClass—is a direct refutation of the "win-win" mindset popularized in the 1980s. MasterClass - Chris Voss - The Art of Negotiati...

In the final third of the MasterClass, Voss introduces his most advanced concept: . Instead of saying, "I deserve a 20% raise

Most of us are terrified of hearing "no." We structure questions to avoid it ("Would you be open to...?"). Voss says this is a mistake. He argues that "no" makes the speaker feel safe, protected, and in control. A "no" is often just a person protecting their turf. Force a "no" early. Instead of saying