Today’s guest is a former hostage negotiator for the FBI. Now you may be wondering what hostage negotiations have to do with you, but the answer is: a lot. Chris Voss has demonstrated that his techniques — which are rooted in brain science — crush the traditional approach to business negotiation, and we can all use his advice for negotiating within our own lives.
Get expert negotiation tips with @VossNegotiation, author of NEVER SPLIT THE DIFFERENCE. #psychology #negotiation Click To Tweet
Chris’ company, The Black Swan Group, specializes in solving business communication problems using hostage negotiation solutions, and he joins the podcast today to share his expertise, as well as insights from his new book, Never Split the Difference: Negotiating As If Your Life Depended On It. Listen in to learn tricks for negotiating in highly emotional situations, advice for building trust, and more.
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On Today’s Episode We’ll Learn:
- The similarities between hostage negotiations and business negotiations.
- Where traditional business negotiation techniques go wrong.
- How to reword open-ended questions to get unguarded responses.
- What drives 70% of purchase decisions.
- The problem with the concept of reciprocity.
- How to get people out of emotional modes of thinking into more rational modes of thinking.
- Tips for using language to diffuse emotional situations.
- How to use mirroring to create a synaptic connection in someone’s head.
- Why getting a “no” response is a good thing.
- A simple trick for getting an email response.
- Advice for negotiating a raise.
Key Resources for Chris Voss:
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Full Episode Transcript: