Former FBI Agent Explains How to Negotiate | WIRED

Former FBI agent and body language expert Joe Navarro breaks down how to approach high-pressure negotiations using examples from his time with the bureau. Joe goes through the arenal of tactics used by himself and the FBI explaining what to leverage and when to achieve the desired outcome.

Check out Joe’s book “Be Exceptional”



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[semoremo]

I've heard therapists also use silence a lot, because if they remain silent while you think you're "done" telling a story, by seeing they remain silent it makes you nervous and you keep talking, adding to the story, to fill the silence. It's a very clever thing, and I've heard it also works with kids/adults if they're trying to lie or omit parts of a story. So basically if you want them to keep talking, stay silent.

[f-alightningii]

“Oh come on, how bad can meeting the family be?”
Her dad:

[ClaudioBOsorio]

Wired please keep bringing Joe. He's very good. We could sit and hear this man for days.

[garymc]

The lenses of his glasses are *so* clean and pristine. Not a single scratch on them.

[MythopoeicNavid]

Chronocity and silence. I wish we had more of this in actual classes about negotiations and dealing with toxic people. That's a great way to deal with aggressive and toxic people.

[ItsJoKeZ]

big fan of this magical bald man and his wizard words

[curse]

This is the only man that knows where his girlfriend wants to eat at

[sachinardao]

1.Plan to succeed
2.Negotiating allegiance(engagement & transaction phase)
3.Chronicity & silencity
4.Entropy (let them vent)
5.Negotiations

[ScottMurrayBestFamilyCars]

Joe Navarro always gets what he wants for dinner. Car dealers give him *his* best price. Highway patrol offers him a refund for speeding.

[carminemartino]

the fbi, cia and secret service guys are so interesting to listen to

[traildoggy]

Imagine being his kid and trying to lie to him about your mischief

"Let's go through this one more time. You say when you got here the cookie boxes were already open and the dog was eating the very last one..."

[Chainsaw-ASMR]

Imagine having this guy as your father-in-law?

[gradypicinich]

"... so it's about proceeding incrementally, assessing him, watching his breathing rate, watching his blink rate... were his knees weak, were his palms sweaty? Was there vomit on his sweater already, mom's spaghetti? And after an hour, I'm understanding him better."

[anonymous-kvvg]

i just reading his book '3 min to doomsday' this old man is legend in his profession and have a lot of knowledge which can be learnt...big fan

[dondon-wgft]

I am a high-school teacher, this man is the best teacher I have ever come across. If he were a teacher he would compel students to behave and learn by his demure, logic, professionalism, preparation and command of the subject. No student would successfully be able to undermine his presence and control of the environment.

[TheMarriedSouthernPeaches]

Not surprising that planning and engaging with the individual are the most important parts to negotiation. These tactics remind me of the same principles used for a successful presentation in front of peers.

[petechau]

I knew someone who was involved in criminal activity, small time stuff, and he told me never talk to the cops not even when they want to engage you in innocent conversation.

[alexblaze]

As the lawyer in the viral video states again and again: “Don’t talk to police!”

[Forgiven]

Wow what an incredible amount of control! To sit there face to face with someone who hurts kids in that way, and to maintain control enough to even speak to him at all let alone in a calm and strategic way... AND succeed! wow wow wow so impressive!!

[anonymousvine]

I like the evidence based reasoning for why it’s not good to get too angry or emotional during negotiations. It tires you out and reduces your ability to process information (which is critical for that engagement phase).