242. Chris Voss — The Secret Ingredient of Successful Negotiations

The Game Changing Attorney Podcast with Michael Mogill

Michael Mogill

Management, Business, Marketing, Entrepreneurship

5.0 • 538 Ratings

🗓️ 29 February 2024

⏱️ 53 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Chris Voss is one of the world's leading authorities on negotiation. As a former Lead FBI International Hostage Negotiator and CEO of The Black Swan Group, he’s spent years mastering the art of negotiation in high-stakes situations. For law firm owners, negotiation isn't a professional skill. It's a daily necessity. Negotiations touch every part of our lives. They range from reaching settlements with opposing counsel. They also include managing team dynamics and even deciding what's for dinner. In this captivating new episode of The Game Changing Attorney Podcast, Chris and Michael Mogill take a deep dive into: The hidden power of maintaining a positive frame of mind in negotiations The dangers of falling for the illusion of a “win-win” negotiation How generosity can be a secret weapon in your negotiation arsenal ---- Show Notes: 05:07 – Negotiation in real life vs. television 09:45 – The power of a positive frame of mind 15:10 – The dangers of a “win-win” negotiation 18:33 – Be generous 22:53 – Cognitive vs. Tactical Empathy 32:29 – Negotiation in the digital age 36:34 – Put in the reps 45:45 – Learn from your losses and your win ---- Links & Resources Nick Nanton DNA Films Warren Buffett Delta Masterclass Suits (Television Show) Mark Wahlberg Daniel Pink Start With No (Book) Lyft TSA Empathy and Understanding In Business (Book) Tiger Woods Kansas City Chiefs Kirk Cousins Roger Bannister Netflix Russell Wilson Seattle Seahawks Baltimore Ravens Joe Flacco Patrick Mahomes University of Alabama Marcus Mariota Walter Isaacson Elon Musk Tesla Starlink SpaceX Black Swan Group ---- Listening to this episode but want to watch it? Check it out on Spotify. Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O’Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: #5 Chris Voss – Negotiation Tactics for Business and Life #231 Steven Kotler – Harnessing Neuroscience for Peak Performance #196 AMMA – The 9 Sources of Entrepreneurial Advantage

Transcript

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0:00.0	The only thing about a first impression you got to worry about is that you make a bad first impression
0:06.5	because then that becomes your last impression because the inside is so fed up with you, you don't want talking.
0:13.9	That's Chris Boss, former FBI hostage negotiator, CEO, the Black Swan Group, and the best-selling author of Never Split the Difference,
0:20.7	negotiating as if your life depended on.
0:23.2	You can get away with a mediocre first impression.
0:26.8	The other side's going to give you some rope.
0:28.2	You can't get away with bad first impression.
0:30.6	And then immediately, whatever the last impression is, it colors the rest of the interaction.
0:41.2	I'm going Mogul, founder and CEO of Crisp, the nation's number one law from growth company.
0:46.0	I've built my business through practice, not theory.
0:48.8	Crisp started with just $500 to my name and has grown to over eight figures in revenue over the last few years,
0:54.1	earning a spot on the Inc. 500 list of the fastest growing private companies in America.
0:58.5	Our approach has been to take everything we've learned about generating massive growth within
1:02.1	our own organization and help the country's most ambitious and committed in law firm owners
1:06.1	do the same for theirs.
1:07.5	In each episode of this podcast, I sit down with innovative market leaders from the
1:11.1	legal industry and beyond to learn from those who thrive in the face of adversity, challenge the
1:15.8	status quo, and define what it means to be a true game changer. I sat down with Chris Voss to
1:21.2	discuss why we should be skeptical of quote-unquote win-win opportunities, the transformative
1:25.9	power of a collaborative mindset, and the dangers of complacency.
1:30.1	Negotiations are perishable skill. There's no way around it. Simply doing it is not enough to stay good at it.
1:35.9	Now, fortunately, the only time you really question whether or not you got the best system is when you lose or you lose bad.
	...

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