Today I’m talking to master of negotiation Chris Voss. Chris has an impressive resume: he was the lead international kidnapping negotiator for the FBI, the lead crisis negotiator for the New York City division of the FBI, and a member of New York City’s joint terrorist task force.
In addition to being the founder and CEO of the Black Swan Group, where he focuses on negotiation consulting and training, Chris currently teaches business negotiation at the MBA program at the USC and Georgetown University’s School of Business.
Chris is also the author of bestselling book Never Split the Difference, which is essential reading for anyone who negotiates anything in their life.
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“I’ll bet there isn’t a single deal that’s struck anywhere where the f-word doesn’t come up.”
– Chris Voss
Show Notes:
- What’s wrong with compromise
- What is prospect theory?
- Why splitting the difference isn’t actually fair
- The problem with the win-win mindset
- What’s really going on when someone claims to be fair
- Being cautious in negotiations
- Why you want the other party to say NO
- How YES is a trap
- What is a conditional yes?
- The advantage of tactical empathy?
- The difference between men and women in negotiations
- Why we need the other side to say ‘that’s right’
- 3 powerful negotiation tips
“We may be dealing with a very ethical and decent human being, which we are most of the time, but they may be acting on behalf of a strategy that’s designed to crush us.”
– Chris Voss
Links Mentioned on the Show:
- Read Bargaining for Advantage by Richard Shell
- Read The 7 Habits of Highly Effective People by Stephen Covey
“One of the most critical first steps in any negotiator’s journey is reconciling themselves to no.”
– Chris Voss
GET A COPY OF CHRIS’S BOOK
