262: Negotiate As If Your Life Depended On It, with Chris Voss

Coaching for Leaders

Dave Stachowiak

Education, Business, Management, Self-improvement, Careers

4.8 • 1.6K Ratings

🗓️ 12 September 2016

⏱️ 37 minutes

🔗️ Recording | iTunes | RSS

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Summary

Chris Voss: Never Split the Difference Chris Voss is the Founder and CEO of the Black Swan Group and the author of Never Split The Difference: Negotiating As If Your Life Depended On It*. Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. Key Points Compromise is a dirty word. Really smart people often have trouble being negotiators. Negotiation is not just a rational conversation, but brings in the emotion of both parties. A successful negotiation is one where the other party walks away respecting you after the interaction. Beware of anchoring high at the start of a conversation as it may exclude you from an even better outcome. Resources Mentioned Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss* The Dark Side of Emotional Intelligence by Adam Grant Program on Negotiation at Harvard Law School Getting to Yes: Negotiating Agreement Without Giving In* by Roger Fisher and William Ury Related Episodes How to Get Way Better at Accepting Feedback, with Sheila Heen (episode 143) How to Be a Non-Conformist, with Adam Grant (episode 238) How Women Make Stronger, Smarter Choices, with Therese Huston (episode 255) Discover More Activate your free membership for full access to the entire library of interviews since 2011, searchable by topic.

Transcript

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0:00.0	Like many of you I've received a little bit of training on how to negotiate and it always has included nice terms like compromise, meet in the middle, win-win.
0:13.0	And as a lot of us have discovered,
0:15.3	it's not so neat and tidy when you negotiate for real.
0:19.0	On today's episode, practical advice
0:21.6	from a former FBI agent on how to navigate the emotion of real-world
0:26.4	negotiation. This is coaching for leaders episode 262.
0:31.2	Produced by Innovate Learning, Maximizing Human Potential.
0:37.0	Readings to you from Orange County, California.
0:45.0	This is coaching for leaders, and I'm your host, Dave Stahoviac.
0:49.4	Leaders aren't born.
0:51.2	They're made, and this weekly show will give you access to the best thinkers, resources, and actions to help you develop your leadership skills.
1:01.0	And I'm really glad you tuned in today because today I have a
1:04.4	guess that has already changed my thinking on a topic that for a lot of us is a
1:11.2	topic that is a little bit uncomfortable. We don't feel very confident with and that is the topic of negotiation and
1:19.5	Negotiation is something we all know that we need to do at least at points in our careers and in our personal lives and I think for a lot of us we probably do a lot more of it than we realize
1:28.9	today's guess has changed my thinking and also changed the thinking of a bunch of folks in our
1:33.4	mastermind community and so I'm really excited to get to introduce him to you and
1:36.8	that gentleman is Chris Voss he is the founder and CEO of the Black Swan
1:41.2	group and the author of Never Split the Difference, negotiating as if your life
1:46.3	depended on it.
1:47.5	Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI's hostage
1:54.9	negotiation representative for the National Security Council's hostage
	...

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