Chris Voss. Insider Negotiation Secrets. Episode 384 with The Real Brad Lea (TRBL)
Dropping Bombs
Brad Lea
4.8 • 2.3K Ratings
🗓️ 1 July 2021
⏱️ 46 minutes
🔗️ Recording | iTunes | RSS
🧾️ Download transcript
Summary
During Chris’s 24-year tenure in the Bureau, he was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service. Chris has taught business negotiation in the MBA program as an adjunct professor at University of Southern California’s Marshall School of Business and at Georgetown University’s McDonough School of Business.
Chris Voss is the best FBI Hostage Negotiator of our time and discusses what the real definition of that is as well as why it is so important to Never Split the Difference!
00:00 Intro
01:30 Brad’s sworn in cop story
03:30 Chris Voss’ journey on becoming a cop
05:45 How Chris became interested in Negotiation with the FBI
11:00 The problem with police officers today… and why it is counterproductive
11:44 “Nothing is natural and everything is trained, but that might be 100% accurate.” - Chris Voss
13:45 “Negotiation should be an information gathering process.” - Chris Voss
14:21 “People love to be listened to, not talked at.” - Chris Voss
15:09 Go get Chris’ book, “Never Split the Difference”
16:36 Bomb 1: “If you make a deal, you are in a relationship for the duration of the deal so having the other side unhappy is a recipe for losing.”
18:22 “Nobody ever has a problem with the price, the problem is what they are getting for the price.” - Chris Voss
19:32 20-50% of all salespeople are not open to learning and will not make it in every group
21:00 The process of becoming a master negotiator https://www.blackswanltd.com
27:08 An expansion of the definition of negotiation
32:00 The most valuable result from mastering negotiation
33:35 Bombs 2: It’s not just one and done, and if you treat it like it is you will leave money on the table for a long time.
35:55 Bombs 3: If you’re playing golf and you’re not out on the range shooting balls then you won’t be as good as you want to be
37:19 Bomb 4: The companies that PRIZE learning are more profitable (training has to be in your value system)
42:54 Bomb 5: Do something right three people know about it, do something wrong and twelve people know about it.
44:39 Bomb 6: We don’t give people a hard time on price, we want to know what goes with the price.
Transcript
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| 0:00.0 | Listen up or run |
| 0:05.7 | From the people who have access to the people who need the real |
| 0:14.2 | Lee |
| 0:23.5 | What it is Bradley back again with another episode of dropping bombs today in the studio folks |
| 0:28.8 | I've got a real treat for you if you don't follow the FBI negotiator on Instagram |
| 0:34.5 | You better do it if you want to Google his book never split the difference |
| 0:38.0 | You've seen him on frickin all kinds of talk shows news channels and perhaps even you know |
| 0:44.9 | Major headlines why well because he's an FBI negotiator Chris Foss. What's cracking? Hey Brad nice to see you |
| 0:50.9 | Thanks for having me on today, dude. I'm so frickin pumped talk to you today |
| 0:55.2 | I love the idea of negotiations. I believe that with the power of |
| 1:02.0 | sales persuasion and negotiation |
| 1:05.3 | Pretty much anyone can guarantee themselves some level of success |
| 1:10.1 | Yeah, I agree you agree yeah like dude if you got the ability to negotiate and and persuade and close people |
| 1:18.2 | You can pretty much get dropped off in any town at any time and find work or |
| 1:25.4 | Create revenue now you on the other hand, you know, you grew up in law enforcement. Yeah |
| 1:31.9 | Yeah, basically and my first job out of college |
| 1:35.2 | After working for my father was police department and then the FBI see I always wanted to be a popo now look at that, sir |
| 1:43.4 | Very nice. This was an honorary badge, but they accidentally swore me in so technically I'm a sworn officer of the law, but |
| 1:51.6 | I always wanted to be a police officer. How was that? Did you like it? There was everything you thought it would be? |
| 1:56.8 | How do you get accidentally sworn in? |
| 1:59.8 | You know buddy, I'll tell you look I was doing this keynote and |
| 2:03.8 | I turns out the mayor of a small town was in the audience and I told her my story |
... |
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