248 - Mastering Negotiation — with Chris Voss

The Futur with Chris Do

The Futur

Arts, Education, Marketing, Design, Business, Self-improvement

4.9 • 998 Ratings

🗓️ 5 July 2023

⏱️ 57 minutes

🔗️ Recording | iTunes | RSS

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Summary

Chris Voss is a former FBI negotiator who is using his decades of knowledge to teach others how to negotiate in both life and business. His book Never Split the Difference: Negotiating As If Your Life Depended On It is a Wall Street Journal Best Seller, and Chris is teaching negotiation in classrooms, workshops, and through a popular series on the MasterClass website. In this episode, the two Chris’s (Do and Voss) talk about how negotiation works, whether it’s on a personal level or in sales. Chris Voss discusses the importance of being a straight shooter, why emotional intelligence is such an important part of being able to talk to someone, and the most important question to keep in mind in negotiating with family - Are you negotiating WITH someone, or AGAINST them? They also discuss the power of the “What” question, The Oprah rule, and the power of different tones of voice in negotiation. There’s SO MUCH to understanding negotiation, and while they couldn’t touch on it all, this episode is a fantastic primer led by a master in the subject. Learn more about your ad choices. Visit podcastchoices.com/adchoices Learn more about your ad choices. Visit megaphone.fm/adchoices

Transcript

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0:00.0	Are you negotiating with someone or against them?
0:02.6	If you're with them, they're hoping to work it out with you long term.
0:06.6	Then the other potential issue is, are we walking the talk?
0:11.8	Am I negotiating with you to get you to shut up?
0:15.0	Or am I negotiating with you so that we can collaborate,
0:18.0	that we can climb towards a goal together? together. you're going to do you on. I'm so glad and I just have to give a quick shout out to Marshall
0:53.1	Jones who connected us and so I'm I'm thrilled we're having this conversation.
0:57.8	Yeah I appreciate Marshall for making a connection and I'm happy to be here
1:02.0	thank you.
1:02.8	I was reading in your bio, it says that Chris is a former lead FBI negotiator and
1:06.9	dynamic speaker who debunks the biggest myths of negotiations.
1:11.0	I would just love to start there.
1:12.3	I've read the book, I've watched your master class I've read it
1:14.5	and watch as many things that I couldn't watch and so I'm just coming from NIS from like trying to pretend I don't know
1:19.9	anything about you so that new fans can be enrolled in what it is that you're doing.
1:24.3	So what are some of the biggest myths that people believe about negotiations?
1:28.5	Yeah, miss, and we've even tried to distilled them down.
1:31.9	I think we call them our 12 commandments of negotiation.
1:35.0	I'll see what we can get into some of them here. First one is,
1:39.0	Thou shalt not covet, yes.
1:41.0	Mm. First of all, yes is not agreement. Yes is almost always counterfeit yes.
1:46.7	There are three kinds of yes is commitment confirmation and counterfeit. You get people to say yes to the little things, each one is known as a micro agreement or a tied down.
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