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.
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)
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…
Show Notes:
