Episode 412: TMBA412: ‘Never Split The Difference’: A Conversation with Chris Voss
Tropical MBA: Entrepreneurship & Founder Lifestyle
Dan Andrews; Ian Schoen
4.9 • 527 Ratings
🗓️ 26 October 2017
⏱️ 50 minutes
🧾️ Download transcript
Summary
http://www.tropicalmba.com/neversplitthedifference/ A few weeks ago on this podcast, Dan and Ian spoke about a failed negotiation that Ian went through when trying to purchase a car.
Ian has said many times that believed he could have closed that deal if he just used the right tactics.
Today's guest has spent a lifetime working on negotiating tactics, but he has primarily done so in matters of life or death.
Chris Voss is a former FBI hostage negotiator and the author of "Never Split the Difference".
Since leaving the FBI, Chris has devoted his time to a new business called Black Swan Ltd., which teaches people how to use the skills that he learned during his time as an FBI agent to improve their negotiation skills in business situations.
On this week's episode, you'll hear Chris go into great detail about emotional intelligence, how to choose the right language to use while negotiating, and why you should never split the difference.
Transcript
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| 0:00.0 | You know, the book starts out with the best way to say no is how am I supposed to do that? |
| 0:04.4 | And there's some people that pick that up really fast. |
| 0:07.4 | And others struggle with that. |
| 0:09.6 | You know, learning how to construct a no-oriented question and get out of the yes mode nonsensical |
| 0:14.9 | crap. |
| 0:16.2 | That is so horrible. |
| 0:17.7 | But people are so addicted to it. |
| 0:19.6 | That synaptic connection is hard to build. |
| 0:25.5 | Hey, podcast, listener. Even if you are alone in your entrepreneurial journey, know that today, |
| 0:30.4 | right now in your earbuds, you are joined by thousands of entrepreneurs from all around the |
| 0:35.0 | globe seeking to grow better, more profitable location |
| 0:38.3 | independent businesses. |
| 0:39.8 | If you'd like to learn more about what we do and download our entire back catalog, check |
| 0:45.2 | out tropical MBA.com. |
| 0:53.8 | Hey, yo, happy Thursday morning. |
| 0:56.3 | It's the TMBA podcast. |
| 0:58.5 | We're back. |
| 0:59.3 | Welcome, Bossman. |
| 1:00.3 | Hey, how's it going? |
| 1:01.5 | It's going good. |
| 1:03.0 | Just a few weeks ago on this show, you shared with us the story of a failed negotiation for a new car. |
| 1:11.2 | That's right. |
... |
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