Hello Reader,
Today, we’re switching things up a bit in how we talk about negotiation. Usually, we highlight the classic MUN go-tos—compromise, collaboration, mutual understanding. And those are still super important.
But let’s be honest—there are moments in committee when you don’t actually want to give anything up. What if you could get others to agree with your ideas without having to water them down?
This week, we’re diving into Never Split the Difference by Chris Voss, former FBI lead hostage negotiator turned master of persuasion. He’s negotiated with bank robbers, kidnappers, and terrorists—but his tactics aren’t just for life-or-death situations. They’re powerful tools you can use to build alliances, shape debate, and walk out of your next conference with the resolution you want passed.
Here are four MUN-ready tactics from the book to sharpen your negotiation game:
1. Tactical Empathy 🎯
Empathy isn’t about agreeing—it’s about understanding. Chris Voss calls it tactical empathy: the deliberate act of understanding your counterpart’s perspective and emotions to gain influence.
In MUN terms, that means stepping into the shoes of another delegate—even if their policy clashes with yours. When you show that you understand their concerns, they're more likely to work with you.
Instead of:
👉 “This amendment is better for everyone.”
Try:
👉 “I see that your delegation is concerned about food security—this amendment actually strengthens that by…”
Validation goes a long way. When others feel heard, they lower their guard—and become more open to your ideas.
2. 🪞Mirroring gnirorriM 🪞
Mirroring is a super-simple but super-effective way to keep conversations flowing and build instant rapport.
Here’s how it works:
Repeat the last 1–3 words the other delegate said, with a slight uptick in tone. That’s it.
Example:
🇮🇳: “We’re prioritizing energy independence this session.”
🇺🇸: “Energy independence?”
Now they’ll explain more. And the more they talk, the more you understand their angle—and the better you can frame your proposal to align with it.
Mirroring is especially useful in when you have a bit more time to talk with people: like when after a committee session or during a long Unmoderated Caucus.
3. “No” is Not the End ❌➡️✅
We've spoken about 'Getting to yes' during some of our other MUNdays Newsletters. But one of the biggest myths in negotiation is that “yes” is the goal. Voss flips that on its head: Getting to “no” can actually build trust.
People feel more in control when they can say “no.” That comfort leads to more honest dialogue. Instead of asking for agreement, ask questions that give them space to decline—then pivot.
Try:
👉 “Would your delegation be opposed to a compromise clause on emissions timelines?”
It gives them a way out—but also invites them to reconsider. It’s non-threatening, respectful, and surprisingly effective in diffusing stubborn stances.
4. Use Calibrated Questions to Guide the Room 🧭
This might be one of my favourite tips.
In MUN, asking the right questions can do more than any opening speech.
Voss recommends using calibrated questions—open-ended prompts that guide your counterpart to consider your position without sounding like you're pushing an agenda.
Instead of:
👉 “Will you support our clause?”
Ask:
👉 “How can we adjust this clause to address your country’s priorities as well?”
This shifts the burden of collaboration onto them—and frames you as someone who builds consensus, not conflict. That’s a huge asset in both formal speeches and backroom negotiations.
Learn More
MUN is more than debating—it’s negotiating, influencing, and collaborating under pressure.
Never Split the Difference gives you real-world-tested tools to navigate tough conversations, handle opposition, and come out with real wins. Whether you’re chairing, bloc-building, or just trying to get your point across, these strategies can give you a serious edge.
🔗 Watch Chris Voss break it down in this TEDx talk
📘 Read a summary of Never Split the Difference
That’s it for this week. Try some of these moves at your next conference—you might be surprised how much more persuasive you become.
Catch you next MUNday,
