Chris Voss spent 24 years in the FBI and was the FBI’s lead international kidnapping and hostage negotiator for 4 years. He was an Instructor of International Business Negotiation at Harvard and is an Adjunct Professor at Georgetown and University of Southern California MBA programs. He is coauthor of Never Split the Difference: Negotiating as If Your Life Depended on It by Chris Voss and Tahl Raz. He founded the Black Swan Group which is a negotiating consulting firm that applies his field tested lessons of hostage, crisis and kidnapping negotiation to the business negotiation world.
Here’s a glimpse of what you’ll learn:
- [0:24] Jeremy’s introduction of this episode and his guest, Christopher Voss.
- [1:59] Kidnapping in the Philippines and how the bad guys complimented Chris’ negotiation team.
- [10:36] How Chris learned to use “that’s right” as a powerful negotiating technique.
- [13:46] How empathy fits into the task of negotiation.
- [19:46] Why champions practice and what it means for negotiations.
- [24:40] The skill of labeling in a negotiation setting.
- [31:58] Using mirroring to get people ready to respond or chat.
- [35:17] Chris’ childhood and growing up in Iowa.
- [39:26] The steps Chris takes to prepare himself for a negotiation.
- [46:41] Why there is always leverage in any negotiation.
- [51:35] How Chris chose his co-author and stories not included in the book.
- [53:40] Why people are hesitant to let the other side go first.
- [56:59] The lowest point in Chris’ career and how he pushed through.
- [59:49] How to connect with Chris and find more about negotiation tactics.
In this episode…
Negotiation tactics may sound like some kind of manipulative ploy to get people to do what you want, but Christopher Voss, one of the FBI’s most successful hostage negotiators in history, says that negotiation is not about manipulation, it’s about understanding the person on the other side of the conversation. In this interview, you’ll hear Chris unpack that definition and learn some very basic but powerful negotiations tactics that you can use in everyday life.
Getting the person you are talking with to the point of saying “That’s right” is a pivotal point in any negotiation. It’s the point when you know that you’ve understood their side of the argument and that they are beginning to feel that you are someone who genuinely wants to help them. Find out how to use the “that’s right” principle to advance your negotiations on this episode.
Christopher Voss says that one of the simplest but most powerful negotiation tactics the average person can learn is the practice of labeling. It’s learning a specific way to re-express what has been said to you that disarms and deflates the tension in the conversation, enabling you to get further in your negotiation. You can find out how to use labeling and what it can mean for your next business deal in this conversation.
You’ve heard it said that you want to get to “Yes” in business negotiations. But Chris Voss says it’s more important to get to “no.” When a person is able to respond to you with a “no” answer, it gives them a sense of power and leverage that will lead them to tell more of what is really on their mind instead of keeping up a facade of control and composure. It’s an amazing negotiation tactic that yields great results.
Did you know that putting yourself into a positive mindset before any conversation will enable you to more effectively deal with the conversation? A positive mood will make you 31% more effective in processing information, hearing what others are saying, and having an impact on the conversation in a positive way. You can learn how to do it on this episode of Inspired Insider.
Resources Mentioned on this episode
- Black Swan Limited
- BOOK: Never Split The Difference
- BOOK: Start with No
- BOOK: Beyond Winning
- BOOK: Focus
- BOOK: Originals
- BOOK: Give and Take
- BOOK: Never Eat Alone
Also cowritten with Tahl Raz
Sponsor for this episode
At Rise25, we’re committed to helping you connect with your Dream 100 referral partners, clients, and strategic partners through our done-for-you podcast solution.
We’re a professional podcast production agency that makes creating a podcast effortless. Since 2009, our proven system has helped thousands of B2B businesses build strong relationships with referral partners, clients, and audiences without doing the hard work.
What do you need to start a podcast?
When you use our proven system, all you need is an idea and a voice. We handle the strategy, production, and distribution – you just need to show up and talk.
The Rise25 podcasting solution is designed to help you build a profitable podcast. This requires a specific strategy, and we’ve got that down pat. We focus on making sure you have a direct path to ROI, which is the most important component. Plus, our podcast production company takes any heavy lifting of production and distribution off your plate.
We make distribution easy.
We’ll distribute each episode across more than 11 unique channels, including iTunes, Spotify, and Google Podcasts. We’ll also create copy for each episode and promote your show across social media.
Cofounders Dr. Jeremy Weisz and John Corcoran credit podcasting as being the best thing they have ever done for their businesses. Podcasting connected them with the founders/CEOs of P90x, Atari, Einstein Bagels, Mattel, Rx Bars, YPO, EO, Lending Tree, Freshdesk, and many more.
The relationships you form through podcasting run deep. Jeremy and John became business partners through podcasting. They have even gone on family vacations and attended weddings of guests who have been on the podcast.
Podcast production has a lot of moving parts and is a big commitment on our end; we only want to work with people who are committed to their business and to cultivating amazing relationships.
Are you considering launching a podcast to acquire partnerships, clients, and referrals? Would you like to work with a podcast agency that wants you to win?
Contact us now at [email protected] or book a call at rise25.com/bookcall.
Rise25 Cofounders, Dr. Jeremy Weisz and John Corcoran, have been podcasting and advising about podcasting since 2008.