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BOOK
TWO THOUSAND
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CHRIS VOSS
Chapter 1:
The new rules
Negotiators must be active listeners in order to gain
the trust of the other party.
Chapter 2:
Be a Mirror
Mirror
 empathy

Good negotiators should learn how to practice

empathy with the other party so they can uncover
obstacles and
gain trust.
Chapter 3: Don’t Feel
Their Pain, Label It
For a negotiation to be successful there has to be a
specific and careful preparation for how to proceed
with the other party taking into consideration all
available prior information.
Chapter 4: Beware
“Yes”—Master “No”
 can be a powerful
instrument in a
negotiation when it
uncovers unknown points
of the contention.

NO
Chapter 5:
Trigger the Two Words
that Immediately
Transform Any
Negotiation
Summarizing and repeating the concerns of the other
party in a negotiation is the best way to get them to
agree
to a solution.
Chapter 6: Bend Their
Reality
 FAIR
Starting with a very low or high offer, using offers
with specific and odd numbers or other such arbitrary
factors will influence parties to make a compromise
or accept an offer during a negotiation.
Chapter 7:
Create the Illusion of
Control
Negotiators can convince the other party to solve
shared problems by using questions that start with
“what” or “how”.
Chapter 8: Guarantee
Execution
Because most communication is nonverbal,
negotiators should develop the ability to interpret
body language and tone of voice.
Chapter 9:
Bargain Hard
 Progressive offers can make

assertive each style more successful.

analytic
al accommoda
Negotiators
use different
styles
to bargain :
THE

TWO THOUSAND
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