The Power of DJ Voice | A Chris Voss Insisights in negotiations

Описание: In "Never Split the Difference" by Chris Voss, the concept of the "DJ voice" is an integral part of Voss's negotiation techniques, particularly under his "tactical empathy" approach. This voice, often referred to as the "late-night FM DJ voice," is a calm, slow, and reassuring tone used to help establish rapport and make the other party feel heard and understood. Here’s a detailed breakdown of this concept:

Characteristics of the DJ Voice
Calm and Steady: The DJ voice is devoid of tension and urgency. It’s relaxed, which helps to create a sense of security and trust in the listener.
Slow Pace: Speaking slowly ensures that every word is deliberate and thoughtful. This gives the impression of control and thoughtfulness, which can be very calming to the listener.
Reassuring: The tone should convey empathy and understanding. It’s about making the other person feel comfortable and safe to open up.
Deep and Smooth: Much like a late-night FM DJ, the voice is deep and smooth, designed to be soothing and inviting.
Purpose of the DJ Voice
Building Rapport: By using a calm and reassuring tone, you can create an atmosphere of trust and rapport. This makes the other party more likely to share information and be open to your suggestions.
Defusing Tension: In high-stress or confrontational situations, the DJ voice can help to lower the emotional temperature, making it easier to navigate through the negotiation without escalating conflict.
Encouraging Openness: When people feel heard and understood, they are more likely to be open and honest. The DJ voice encourages this by providing a non-threatening, supportive space for conversation.
Application in Negotiation
Active Listening: The DJ voice pairs well with active listening techniques. As you listen, you reflect the speaker's emotions and concerns in a calm manner, showing that you understand and empathize with their situation.
Labeling: Voss emphasizes the importance of labeling emotions during negotiation. Using the DJ voice, you might say, "It seems like this issue is very important to you," or "It sounds like you’re feeling frustrated." This acknowledgment can help to validate the other person's feelings and build trust.
Mirroring: This involves repeating the last few words or the main idea of what the other person has said, again in a calm and steady voice. This shows that you are paying close attention and encourages them to continue talking.