Podcast

Master Negotiation in Business and Life with Former FBI Negotiator Chris Voss

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Buckle up because today’s episode of  The School of Greatness is a non-stop ride of fascinating tactics.

I heard about today’s guest because he recently came out with a new book about negotiation.

If you’re any kind of business person, you know the importance of this skill.

I thought I was a pretty good negotiator already, but I wanted to learn more.

So I invited Chris Voss to come by the studio for an interview.

Little did I know how much I would learn.

Within the first 15 minutes Chris and I were role playing as if a real life hostage scenario was happening and he was the bad guy.

That was just the beginning.

I couldn’t stop asking Chris questions because I was learning so much and the information was so powerful.

Chris is not just an author.

He worked in the FBI (and the police force) for over 20 years as a top hostage negotiator, working over 150 kidnappings, to say the least.

Now he runs a top consulting company and teaches negotiation to graduate students at universities like Harvard and Georgetown.

I guarantee you’ll learn something valuable within the first ten minutes of listening to this interview.

Get ready to take lots of notes in Episode 379 with Chris Voss.

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“What someone has failed to say is often a lot more important than what they have said.”

Some questions I ask:

  • What are the traits that make a good negotiator? (29:58)
  • Who are the most difficult people to negotiate with? (32:04)
  • How long should you wait to consider a deal? (33:50)
  • How do men and women compare as negotiators? (38:03)
  • What is the difference between sympathy and empathy? (42:51)
  • How do you become the smartest person in the room? (56:47)
  • What’s the worst thing to say in a negotiation? (1:00:06)

“Denial magnifies negatives.”

In This Episode, You Will Learn:

  • Why appearing powerless in a negotiation means you’re in power (6:21)
  • The phrase to look out for in a negotiation (10:20)
  • Why being nice in negotiations gives you power (15:09)
  • The bank robber role play Chris and I go through (and his critique of how I do) (18:41)
  • The secret to getting the upper hand in a negotiation (22:46)
  • How to tell if someone is a control freak (23:07)
  • How to negotiate with an alpha personality (25:56)
  • Why emotional currency is so valuable (28:07)
  • How to trigger someone to give you the information you want (34:50)
  • Why you shouldn’t ask “why” questions (36:21)
  • The most powerful way to say “no” (39:42)
  • Why identifying a negative diminishes it (44:39)
  • Why you want the other side to feel like they won when the deal is settled (1:02:10)
  • The 3 types of yeses (1:02:53)
  • My personal favorite line to get an upgrade (1:05:42)
  • Plus much more…

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Did you enjoy the podcast?

I hope you took as many notes as I did. What a goldmine!

“Never underestimate the other side’s desire to correct you.”

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