

Exercise: Mirroring and Labeling

How does a conversation about escape room games lead to deep insights into someone’s
character? Chris demonstrates how by using two key negotiation techniques: mirroring
and labeling.

 05
Mastering Delivery

The way you say something during a negotiation is as important as the words you choose.
Chris explores how you can use tone and inflection to your advantage and shares his top
tips for online communication.

 06
Case Study: Chase Manhattan Bank Robbery

In 1993, two men held three employees hostage at a Chase Manhattan Bank in Brooklyn.
Hear Chris’s techniques in action as he shares for the first time the tape recordings of his
phone calls with the kidnappers.

 07
Body Language & Speech Patterns
 How people behave and how they say things can be much more insightful in a negotiation
than what they say. This lesson is about looking beyond the surface and distinguishing
truth from fiction.

 08
Creating the Illusion of Control

Who has more control in a negotiation: the person who’s talking or the person who’s
listening? Chris lets you in on the secret to gaining the upper hand in a negotiation and
explains how you can shift the power dynamic to your advantage.

 09
Mock Negotiation: Teenager

Chris plays the part of a father whose teenage daughter wants to spend the weekend with
her boyfriend at his parents’ vacation home; he doesn’t trust the boyfriend. Chris
demonstrates techniques to get his “daughter” on his side.

 10
The Accusations Audit

There are often a lot of feelings in the room when a negotiation starts. Chris teaches you
how to use an accusations audit as a means of identifying these feelings and turning
negatives into positives.

 11
 The Value of "No"

Most people think the most important word in a negotiation is “yes.” In fact, the opposite
is true. Chris tells you why “no” can be the pivotal word that gets you to your desired
outcome.

 12
Mock Negotiation: Rival

The hardest thing to reconcile in a negotiation is opposing views. Chris shows you how to
handle competing agendas without alienating the other side.

 13
Bending Reality

A negotiation can succeed or fail depending on how you frame your case. Chris walks you
through the subtle art of perspective and how to understand a counterpart’s key emotional
drivers in order to make a compelling case.

 14
Bargaining

Hard bargaining doesn’t have to mean taking a sledgehammer approach. Chris teaches you
how to bargain with skill, diplomacy, and tact.
 15
Mock Negotiation: Salary

Chris demonstrates how to negotiate effectively for a pay increase. Learn why he doesn’t
focus the conversation on money.

 16
Black Swans

Black swans are game-changing pieces of information that you don’t know when entering
a negotiation. Chris walks you through an FBI case where uncovering a black swan led to
a breakthrough.

 17
Mock Negotiation: “60 Seconds or She Dies”

An armed bank robber is barricaded in a bank with one female hostage. He wants a car in
“60 seconds or she dies.” Watch as Chris deals with this tense, high -stakes negotiation
where one wrong move can lead to a deadly outcome.

 18
The Power of Negotiation
Chris’s motivation for teaching negotiation is deeply personal. Discover why Chris
believes negotiation is a powerful tool that can transform your life.