Mastering the Art of Persuasion with Insights from a Former FBI Hostage Negotiator
This week, we're tackling a crucial skill that can significantly impact your profitability and project success: negotiation. We're drawing on insights from former FBI hostage negotiator, Chris Voss, to help you enhance your negotiation skills.
- It might sound counterintuitive, but embracing "no" can be a powerful starting point in a negotiation.
- When someone says "no", it gives them a sense of control and can open up the conversation more authentically.
- Instead of pushing for an immediate "yes," try framing your questions to encourage a "no". For example, ask, "Is it premature to discuss next steps?".
- Tactical empathy is about genuinely understanding your client’s perspective, needs, and fears, even if they are unstated.
- This involves "reading between the lines" and picking up on cues.
- Labeling is a technique where you identify and acknowledge their emotions. For instance, "It sounds like you're concerned about how this fee structure fits within your overall budget".
- Use calibrated questions, which are open-ended questions that subtly guide the conversation towards a mutually beneficial outcome.
- Instead of stating your standard rate, ask: "Given your budget goals for this project, how can we structure my fees to best align with your needs?". This encourages them to be part of the solution.
- Bending reality involves using psychology to shift the perception of value.
- Anchoring is a technique where you present a higher initial figure to make your desired fee seem more reasonable.
- Be sure to justify the initial figure, highlighting the value and expertise you bring.
- Instead of just lowering your fee, consider offering non-monetary concessions.
- Examples include phased project delivery, additional design consultations, or specific sustainable features. This allows you to add value without compromising your core fee structure.
Handling Difficult Conversations
- Stay calm under pressure.
- Use calibrated questions to guide the conversation.
- Conduct an accusation audit by listing potential criticisms or objections and addressing them directly. This shows transparency and builds trust.
- Black swans are unexpected pieces of information that can change the game.
- Uncover these through deep listening and asking the right questions.
- Tap into your counterpart’s "religion" (their deeply held beliefs, values, or principles). Understand their worldview to see the negotiation from their perspective.
Key Takeaways for Architects:
- Embrace the power of "no": It’s not a rejection, but an opportunity for authentic conversation.
- Master tactical empathy: Listen to your clients and understand their perspective to guide your strategy.
- Look for black swans: These hidden pieces of information can lead to unexpected wins.
- Remember value: It goes beyond just the dollar amount. Explore non-monetary concessions.
Understanding Your Negotiation Style
- Recognize your own tendencies - are you an analyst, accommodator or assertive?
- If you are an accommodator, consciously practice being more assertive to protect your own interests
- The more you practice, the better you will get at reading the room and adapting your approach
Practice these techniques to create collaborative environments where you and your clients both feel heard and valued. Remember, negotiation is a skill that improves with practice.
Stay tuned for more insights and tips on how to thrive in the world of architecture.
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