A PROFESSIONAL HOSTAGE NEGOTIATOR SHARES THEIR RECOMMENDATIONS
Wrangling job compensation is easier than you think when you¡¯re armed with the tools and tricks that help the FBI save lives.
The tech industry is nothing if not competitive as startups, mom-and-pop shops, and Fortune 500 companies fight for top talent, developers, designers, data scientists, and more find themselves in a mad dash to get in the door.
Once they¡¯re there, an offer may be a testament to their technical skills and experience. However, the true mettle of one¡¯s professional prowess lies in securing the salary or benefits package you want. When you¡¯re in the throes of how to negotiate salary, don¡¯t sell yourself short. Instead, ask yourself: What would Chris Voss do?
During his 24 years in the FBI¡¯s Crisis Negotiation Unit, Voss used expert verbal and psychological tactics to defuse and control more than 150 international hostage cases. Many of the high-stakes situations were a matter of life or death ¡ª with rescues ranging from military contractors captured in Colombia to journalists kidnapped in Iraq and Gaza.
Now, he empowers people with valuable negotiation strategies to contend with tough professional and personal circumstances. As the founder and CEO of the consulting firm The Black Swan Group, he advises Fortune 500 companies through their most challenging negotiations. And in his book, the illuminating Never Split the Difference: Negotiating As If Your Life Depended On It, his expert advice reveals how powerful language, a ¡°pleasant persistence¡±, empathy, and listening can give you an edge in getting a promotion, buying a car, consulting with a partner, and beyond.
In the book excerpt below, learn Voss¡¯s concrete skill set that contributes to regarding a current employer or prospective employer as an ally for negotiating your next salary.
