The FBI Guide to Mastering Negotiations | Chris Voss EP 414

The Daily Motivation

Lewis Howes

Education, Self-improvement

4.8 • 960 Ratings

🗓️ 26 October 2023

⏱️ 6 minutes

🔗️ Recording | iTunes | RSS

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Summary

In this episode of The Daily Motivation Show featuring former FBI negotiator Chris Voss, listeners are treated to a masterclass in negotiation. Voss imparts his wealth of experience and knowledge, offering invaluable insights to accelerate listeners' negotiating skills. He emphasizes the crucial role of active listening and the concept of tactical empathy. Through real-world anecdotes and practical advice, Voss equips listeners with the essential keys to becoming more effective negotiators. Tune in to this episode to supercharge your negotiation abilities and achieve your desired outcomes with confidence.

Transcript

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0:00.0	Hi my name is Lewis Howes and welcome to the Daily Motivation Show.
0:07.0	There was a Negotiation Guru from the 80s, but he gave the example and you get a custom-made suit and you made the deal for the suit and one of the guys measuring you and you say, so how many free ties do I get with that? And he said, that's a great way to get free things,
0:25.3	free little things, after they made the deal.
0:28.4	And what that does is make the person you did it to hate you,
0:31.2	which they're going to resent it and if they have the opportunity
0:34.3	to fail to comply with any term they will do that. Now unfortunately it's talked
0:41.6	really extensively and it's done a business all the time.
0:44.4	People call it scope creep, feature creep.
0:47.2	Interesting.
0:48.2	Like it drives every single business person crazy because they don't know how to deal with you know you might say if you were good at how questions
0:58.0	you might say how can I give you the free to ties and continue to want to do business with you.
1:04.0	How can I be a great tailor for you if you ask me for free stuff and it cuts my margin?
1:08.4	Make what they ask for the obstacle to what they want.
1:12.3	Either what you want is a path or what they want
1:15.2	as bad is the obstacle. How can I serve the needs of your family if you're cutting into
1:20.6	my profit margin? Because a lot of people have been taught that,
1:23.0	they don't know any better.
1:24.5	Like if I had stuck to that training
1:25.8	that I learned from this guy back in the 1980s,
1:29.1	I'd have thought it was okay,
1:30.0	because I'm getting free ties all over them.
1:31.5	Yeah.
	...

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