Mastering Negotiation with FBI Insights - A Conversation with Chip Massey and Adele Cehrs
In the latest episode of the Common Cents Show, host Micah welcomes Chip Massey, a former FBI special agent, and his partner Adele Cehrs, a crisis communications expert. Together, they run the Convincing Company, helping businesses navigate high-stakes negotiations and crises. Although Adele couldn't join this episode, Chip provided invaluable insights into the art of negotiation and the parallels between hostage negotiations and business dealings.
From Ministry to FBI: Chip's Journey
Chip Massey's career path is anything but conventional. He started as a United Methodist minister, where his passion for helping people in crisis situations first took root. This passion eventually led him to the FBI, where he served for 22 years, specializing in hostage negotiation. His unique background gave him a deep understanding of human behavior under stress, a skill that proved invaluable in his FBI career and now in his work with business leaders.
Understanding Stress in Negotiations
One of the key takeaways from Chip's discussion is the nature of stress. Whether dealing with a life-threatening hostage situation or a high-stakes business deal, the human body reacts similarly. The brain's response to stress, known as the amygdala hijack, floods the body with adrenaline and cortisol, impairing fine motor skills and cognitive function. In such moments, clear thinking becomes challenging, and primal survival instincts take over.
The Dial-In Method
Chip emphasizes the importance of the "dial-in method" for effective negotiation. This technique involves focusing entirely on the other party's needs and concerns rather than the immediate stakes of the negotiation. For instance, in a hostage situation, Chip would concentrate on understanding the hostage-taker's problems and motivations rather than the immediate danger. Similarly, business leaders should focus on their clients' or partners' underlying needs and fears.
Forensic Listening and the Unstated Narrative
A critical component of effective negotiation is what Chip and Adele call "forensic listening." This involves paying close attention to the words and behaviors of the other party to uncover their unstated narrative—the underlying beliefs and concerns they may not openly express. By understanding this narrative, negotiators can address the true issues at hand and build stronger, more trusting relationships.
Applying FBI Techniques to Business
Chip and Adele's approach to business negotiation mirrors the techniques used in FBI hostage situations. They help their clients center themselves, manage stress, and engage in meaningful dialogue. This method not only resolves immediate crises but also builds long-term resilience and trust.
Conclusion
Negotiation, whether in business or life, requires a deep understanding of human behavior under stress. By focusing on the other party's needs, engaging in forensic listening, and managing stress effectively, leaders can navigate high-stakes situations with greater confidence and success. Chip Massey and Adele Cehrs bring a wealth of experience from their unique backgrounds, offering valuable lessons for anyone looking to master the art of negotiation.