Persuasion Lessons from a King’s Speech Therapist

I watched “The King’s Speech” this weekend…

…and, as always, I shed some happy tears.

I couldn’t help it.

When “Bertie” stands in front of the microphone…

…and we hear the first bars of Beethoven’s 7th Symphony…

….and the speech therapist Lionel gives him an encouraging nod…

and he begins, “In this grave hour…”

…I get chills.

And by the time the speech ends, my cheeks are damp with tears.

Great movie (Best Picture Oscar in 2011). Great storytelling. Loaded with lessons.

“Bertie” is a reluctant king and a reluctant pupil.

Lionel must persuade him to step up…

…to embrace his role and…

…to deliver speeches — including THE most important speech — with calm and confidence.

The movie is a two-hour long negotiation between Lionel and the reluctant king.

And Lionel’s methods are a masterclass in “tactical empathy.”

Lionel doesn’t push or prod. He asks questions. He listens. He builds rapport with Bertie. He empathizes.

I first heard about “tactical empathy” from Chris Voss in his book Never Split the Difference.

Voss is a former FBI negotiator who now teaches others how to “negotiate as if your life depended on it.”

On Thursday, Ted Prodromou and I will host a group discussion about Never Split the Difference. We’ll discuss, among other things, how to use tactical empathy to achieve win-win outcomes in your negotiations — with prospects, clients, family members, and heads of state.

Immediately after, Dean Isaacs and I will host a 5in25 training (5 tips in 25 minutes, followed by Q&A): “5 Ways to Persuade Prospects to Act — Without Being a Pitchy, Proddy Pest.”

You’ll hear that word — EMPATHY — a lot in both conversations.

Details below…

 Mastermind Book Club re: Never Split the Difference
(Thursday, June 22, 2:30 PM ET)
We negotiate every day — with family members, prospects, and clients. This book reveals how to do it like an FBI hostage negotiator — as if lives depended on it. You don’t have to read the book to join the discussion with the Mastermind Book Club. Join the Club for free at the link above. After you join, we’ll send details re: the event.

 5 Ways to Persuade Prospects to Act
(Thursday, June 22, 3:30 PM ET) 
A 5in25 Training — 5 tips in 25 minutes, plus Q&A. Dean Isaacs and I will reveal how to be more persuasive — without being a pitchy, proddy, pest. Click the link above for details and registration.