246: How to Win Your Negotiations with Chris Voss
The Chris Harder Show
Chris Harder
4.9 • 1.5K Ratings
🗓️ 15 July 2019
⏱️ 36 minutes
🧾️ Download transcript
Summary
In This Episode You Will Learn About:
- How someone ends up as an FBI negotiator
- Figuring out how to make a deal that benefits both sides
- The risks of exploitation
- How people are hard-wired for collaboration
- Minimizing how much you owe
- How to implement "tactical empathy"
Resources:
- Never Split the Difference
- Newsletter: Text fbiempathy to 22828
- Free Training videos: fortheloveofmoney.com/free
Show Notes:
I'm sitting down with Chris Voss today, once the FBI's top international kidnapping negotiator, negotiating over 150 cases. He has now taken all of the methods he used in that role and applies those to the business world.
Chris teaches business negotiation at a high level, at universities, at business schools, and even at Harvard University. He's also the author of the hit book Never Split the Difference, where he reveals all his secrets so you can come out on top in your negotiations.
If you want to learn how to negotiate in business, or for a better income, or in your relationships, or life in general, this episode is for you.
Question Highlights:
- Do you walk into a car dealership knowing you're going to school the dealer?
- Can you share a little about our natural tendencies?
- What's the single best lesson we need to learn when it comes to negotiating with other humans?
- What's the biggest mistake people usually make?
- What if you're trying to get someone to talk and they're just quiet?
- What is "tactical empathy"?
- What role does generosity play in negotiations?
Guest Bio:
Chris Voss is CEO of the Black Swan Group and author of the national best-seller
"Never Split The Difference: Negotiating As If Your Life Depended On It," which was
named one of the seven best books on negotiation. A 24-year veteran of the FBI, Chris
retired as the lead international kidnapping negotiator. Drawing on his experience in
high-stakes negotiations, his company specializes in solving business communication
problems using hostage negotiation solutions. Their negotiation methodology focuses
on discovering the "Black Swans," small pieces of information that have a huge effect
on an outcome. Chris and his team have helped companies secure and close better
deals, save money, and solve internal communication problems.
Chris has been featured in TIME, Business Insider, Entrepreneur, Inc., Fast Company,
Fortune, The Washington Post, SUCCESS Magazine, Squawk Box, CNN, ABC News and
more.
Follow me on social media @ChrisWHarder on Instagram and check out www.ForTheLoveOfMoney.com
For the Love of Money is a production of Crate Media
Transcript
Click on a timestamp to play from that location
| 0:00.0 | than every culture on a planet there's this reciprocity dynamic. |
| 0:04.1 | That if you ask for something and you get it you owe. |
| 0:08.9 | And so what we want to do is we want to minimize how much we owe in negotiations. We want to get as much we can, of course, |
| 0:15.8 | but we want to minimize how much we owe in return. Welcome everybody this is for the love of money where we are making you |
| 0:29.3 | unapologetic about your pursuit of success by sharing the tools, tips, and stories of those who have already made it. |
| 0:37.0 | My name is Chris Harder and each week I will bring you incredible guests in order to prove that when good people make good money, they do great things. Hey everyone, welcome back to another incredible episode of |
| 0:54.8 | for the love of money I am sitting down with Chris Voss today once the |
| 0:59.8 | FBI's top international kidnapping negotiator for years. |
| 1:04.3 | By fact, he negotiated over 150 cases. |
| 1:07.4 | How incredible is that? |
| 1:08.8 | But get this, he has taken all of those different methods that he used when everything was on the line |
| 1:15.6 | and he now applies those methods to the business world and he's going to do that for you |
| 1:20.0 | today in this episode. |
| 1:22.2 | So not only will we talk about some of the incredible |
| 1:24.4 | exciting cases that he has worked on and obviously ones that you have seen in the |
| 1:29.2 | news, but we're also going to talk about how to use all of these skill sets in business so that you can come out on top in your negotiations. |
| 1:38.0 | He loves teaching business out just like I do. |
| 1:41.5 | And quite honestly, if you're a beginning entrepreneur |
| 1:45.0 | who's like just getting started all the way up to earning, |
| 1:48.0 | let's say, $469,000 or less, |
| 1:50.0 | then we have something really special for you that will change your life forever. |
| 1:54.8 | You see, my wife Lori and I and our team created our Fast Foundations mastermind, which is |
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