Never Split the Difference with Chris Voss #161
It's a Good Life
Brian Buffini
4.4 • 2.4K Ratings
🗓️ 2 July 2019
⏱️ 42 minutes
🧾️ Download transcript
Summary
“You can never stop learning about understanding people.” — Chris Voss
Negotiation is a crucial skill in both business and life, but unfortunately many people do it poorly. In this episode, Brian interviews former FBI lead international kidnapping negotiator Chris Voss about the negotiation tools he has used to save lives and learns how these tools can be used in business to save deals! Based on emotional intelligence and human nature, these specific skills transcend culture, build trust and uncover the other side’s value system. If you want to nail negotiation, this podcast is a must!
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Inspirational quotes from today’s podcast:
“Learning is the only sustainable competitive advantage for anybody.” — Chris Voss
“There’s no natural born anything.” — Chris Voss
“The person who wants to meet you in the middle is usually a poor judge of distance.” — Anonymous
“You can never stop learning about understanding people.” — Chris Voss
“There’s always another insight.” — Chris Voss
“If you get out of argument-based negotiations, your success sneaks up on you.” — Chris Voss
“Don’t fight over pennies and you end up with dollars.” — Chris Voss
“You don’t have to be combative to be a great negotiator.” — Chris Voss
“You’ve got to keep the other side’s guard down.” — Chris Voss
“You need the other side to hear themselves out loud.” — Chris Voss
“Interested people are interesting.” — Anonymous
“As we become less curious, we become less engaging and worse negotiators too.” — Brian Buffini
“Curiosity is a positive frame of mind.” — Chris Voss
“There’s a difference between being likeable and needing to be liked.” — Chris Voss
“Success leaves clues.” — Brian Buffini
“Everybody wants to be fair and to be treated fair.” — Chris Voss
“You have to be aligned with yourself.” — Brian Buffini
Mentioned in this episode:
“Never Split the Difference: Negotiating As If Your Life Depended On It” by Chris Voss
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Transcript
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| 0:00.0 | Welcome to the Brian Bafini show, where we explore the mindsets, motivation and methodologies |
| 0:19.4 | of success. |
| 0:20.4 | Here's your host, Brian Bafini. |
| 0:31.0 | Well, the top of the morning, Tien, welcome to the Brian Bafini show. |
| 0:35.0 | Today, I have a real treat for you. |
| 0:37.0 | We have the pleasure of chatting with a master negotiator, Mr. Chris Voss. |
| 0:42.0 | Chris retired after 24 years with the FBI as the lead international kidnapping negotiator. |
| 0:49.0 | And so, Chris has written a fantastic book called Never Split the Difference Best Negotiating |
| 0:54.0 | Book I've Read in the last 20 years. |
| 0:56.0 | He's the CEO of the Black Swan Group, a company that specializes in business communication |
| 1:00.8 | problems using these very same hostage negotiation solutions. |
| 1:05.8 | And he's with us here today to share some knowledge on, I believe, the most preferable |
| 1:10.4 | skill in the service industry and that's negotiation. |
| 1:13.4 | Chris, the top of the morning, Tien, thanks for joining us. |
| 1:15.4 | Brian, thanks for having me on. |
| 1:16.4 | I really appreciate it. |
| 1:17.4 | Well, it should be a lot of fun. |
| 1:19.2 | I'm a big fan of negotiation. |
| 1:21.4 | And I've often thought myself as a good negotiator, but after reading your book, I thought, |
| 1:25.2 | you know, I've never had to negotiate with somebody's life on the line. |
| 1:28.8 | You know, mine was real estate transactions where it was whether we were going to get the |
| 1:33.3 | price we wanted, the terms we wanted are some of the personal property involved. |
... |
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