Never Split the Difference with Chris Voss of The Black Swan Group

Waste No Day: A Home Services Motivational Podcast

Brian Burton & Nate Minnich

Entrepreneurship, Business:entrepreneurship, Business

5.0 • 548 Ratings

🗓️ 18 July 2022

⏱️ 68 minutes

🔗️ Recording | iTunes | RSS

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Summary

In today’s show, we are putting Chris Voss in your passenger seat to discuss never splitting the difference. Everything in life is a negotiation, but standing in front of a client makes it more apparent. Wouldn’t it be great if you knew what to say and how to say it and when to say it in a negotiation? Over decades of FBI hostage negotiation, Chris learned those things and more through real-world experience; which he detailed in his best-selling book, “Never Split the Difference.” A 24-year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others. Chris joins the show today to relate these principles to the home services industry as we celebrate episode #100.

Transcript

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0:00.0	So what's going to be the game changer after you've done a good job?
0:06.0	That's the kicker for them telling their family and their friends about you, building your business, how they felt about the interaction,
0:13.0	is a critical issue to whether or not they're going to tell people you came in and you did a great job or whether you were completely forgettable and they had no
0:22.0	idea. Somebody asked, did you ever use a plumber or electrician? And like, you know, I don't know.
0:27.7	They're all the same. That's how you make the distinction of not being like everybody else.
0:37.1	Welcome to the Waste No Day podcast, a podcast specifically for and about the home services industry as it relates to plumbing, heating, air conditioning, and electrical.
0:48.9	More than a podcast, Waste No Day is a credo, a determination, a mindset.
0:54.5	It is a never-ending discipline. It is a never-ending discipline.
0:56.6	It is a refuse to lose pursuit.
0:59.1	It is a wake-up call every morning to waste no day.
1:03.1	Now here's your host, Brian Burton and Nate Minnick. Hey, welcome to another episode of the Waste No Day podcast, and we are super excited to be celebrating episode 100.
1:23.4	We are very privileged and so excited to have none other than author and FBI negotiator
1:31.1	Chris Voss is joining us on the podcast today and we are going to be talking about him,
1:36.8	his book and concepts about never splitting the difference. Before we get into that exciting interview
1:43.3	though, we are going to break down some
1:45.5	ideas for you on the introduction, and we're going to turn to Brian for our quote.
1:52.1	When the other side says, I'll try, you should get a sinking feeling in your stomach,
1:58.7	because this really means I plan to fail.
2:03.3	Chris Voss.
2:04.4	Never split the difference.
2:05.8	That's right, buddy.
2:07.1	Glad you read it.
	...

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