Guarantee Execution
The Role of Execution in Negotiation
Chris Voss highlights the importance of not just reaching an agreement but ensuring its successful implementation. Drawing on a tense hostage situation, he explains that agreements must be actively managed into execution. Voss stresses designing verbal and nonverbal elements dynamically to secure both consent and implementation.
Critical Concepts for Ensuring Execution
Decision Architecture:
- Negotiators should carefully construct the negotiation environment, influencing both the verbal and nonverbal dynamics to assure actual execution of agreements.
Leveraging the "How":
- A simple "Yes" is ineffective without detailed attention to "How" the agreement will be executed. Voss encourages the use of "How" questions to push counterparts to think through and verbalize the implementation process. This method helps negotiators guide the discussion towards practical solutions seamlessly accepted because counterparts feel ownership of the ideas.
Commitment through Verification:
- Genuine commitment is verified through repeated affirmation within the conversation, referred to as the "Rule of Three". This strategy involves getting counterparts to agree or confirm details multiple times, fostering commitment and uncovering any potential discrepancies or falsehoods.
Practical Example: Kidnapping Negotiation
The kidnapping of an American, José, in Ecuador showcases application of the described strategies. Voss's team used calibrated questions continuously to gain time and manipulate the negotiation to reduce ransom demands effectively. The "How" questions kept kidnappers engaged, providing an illusion of control while subtly guiding them towards the negotiators' objectives. Through persistent questioning and strategic patience, José eventually managed an escape, demonstrating that slow, methodically driven negotiations backed by tactical questioning can lead to favorable outcomes.
Influencing Hidden Stakeholders
Recognizing and influencing both direct counterparts and hidden stakeholders ("behind the table") are crucial. Even high-level decision-makers may be influenced by unseen individuals or groups. By involving these hidden stakeholders through indirect questions or making them part of the conversation, negotiators can secure more robust buy-in and prevent last-minute deal failures.
Techniques for Handling Resistance and Lies
The Pinocchio Effect:
- Liars often use complex sentences and third-person pronouns to distance themselves from their falsehoods. By identifying these patterns (increased word count and shifting pronouns), negotiators can better spot deceit.
Pronoun Usage Insights:
- The frequent use of "I," "me," and "my" typically indicates a less influential position, while vague usage like "we" or "they" may reveal someone with greater decision-making power or a leader not wanting to commit firmly in discussions.
Personalization and Empathy:
- Techniques such as using your own name can personalize interactions, break down barriers, and build rapport. This strategy transforms numerical negotiations into more humanized discussions, potentially leading to concessions and more favorable outcomes.
Conclusion
Effective negotiation transcends mere agreement, focusing extensively on execution and the manipulation of both the negotiation environment and counterpart perceptions. By employing strategic questions, empathetic engagement, and understanding the influence of non-direct stakeholders, negotiators can ensure more durable and implementable agreements.