Chris Voss

But ultimately, these guys got to understand what we're doing and putting the next year in front of us is not good enough because this is a three-year plan. And he said, look, guys, I don't care what you do. Do what makes sense for your business. And if you just can't give us any concessions, just say it. It's okay. I'm fine with that. But ultimately, we got to do what's right for this business.

But ultimately, these guys got to understand what we're doing and putting the next year in front of us is not good enough because this is a three-year plan. And he said, look, guys, I don't care what you do. Do what makes sense for your business. And if you just can't give us any concessions, just say it. It's okay. I'm fine with that. But ultimately, we got to do what's right for this business.

And it was just crazy. He's very good at what he does.

And it was just crazy. He's very good at what he does.

Yeah. No, I love that approach. It's kind of saying, listen, we need you to do great. You know, I want my partners to do really, really amazing things. But at the same time, we're gonna lay everything out here of what we need. And if something doesn't make sense, and he, I mean, these were hour long conversations.

Yeah. No, I love that approach. It's kind of saying, listen, we need you to do great. You know, I want my partners to do really, really amazing things. But at the same time, we're gonna lay everything out here of what we need. And if something doesn't make sense, and he, I mean, these were hour long conversations.

I was looking, I've read the book twice and I just looked at some of the summaries I wrote down. So the psychological awareness, of understanding the people's predispositions over time. One of the things I've watched you a lot, and I've kind of studied a lot of your videos and everything you put out, is you really take your time to answer. You slow down and you're actively listening.

I was looking, I've read the book twice and I just looked at some of the summaries I wrote down. So the psychological awareness, of understanding the people's predispositions over time. One of the things I've watched you a lot, and I've kind of studied a lot of your videos and everything you put out, is you really take your time to answer. You slow down and you're actively listening.

You're like really trying to comprehend the conversation and trying to understand where they're coming from. Can you talk to me a little bit about that?

You're like really trying to comprehend the conversation and trying to understand where they're coming from. Can you talk to me a little bit about that?

I've noticed those pattern interrupts, those patterns. waiting to comprehend what they said, it actually helps. It shows that you're, it's actually respectful to the other person because if you're talking to me and you ask, and I'm just, I'm waiting to say something and people know that, or when I say, no, really, that's pretty interesting. Or you're talking to me. Oh, uh-huh.

I've noticed those pattern interrupts, those patterns. waiting to comprehend what they said, it actually helps. It shows that you're, it's actually respectful to the other person because if you're talking to me and you ask, and I'm just, I'm waiting to say something and people know that, or when I say, no, really, that's pretty interesting. Or you're talking to me. Oh, uh-huh.

it's just when you could do that, like if you were on a first date, and I always tell people this, if you're on a first date, are you smiling more? Are you genuinely interested? Are you asking more questions? Yes. Well, if you treat this like a first date when you need a client, especially for our industry, because it's more, it's not as relational. It's just the one time we fix your garage.

it's just when you could do that, like if you were on a first date, and I always tell people this, if you're on a first date, are you smiling more? Are you genuinely interested? Are you asking more questions? Yes. Well, if you treat this like a first date when you need a client, especially for our industry, because it's more, it's not as relational. It's just the one time we fix your garage.

I want to create a relationship and get you on a service agreement. But, you know, when we're talking, I want to show, I want to show up smiling and ask, how's your day going? I offer coffee on the way. I'm in a happy mood. I'm smiling. And I don't even talk about the garage for the first hour. I want to get to know you more. I want to make sure we're giving you all the options.

I want to create a relationship and get you on a service agreement. But, you know, when we're talking, I want to show, I want to show up smiling and ask, how's your day going? I offer coffee on the way. I'm in a happy mood. I'm smiling. And I don't even talk about the garage for the first hour. I want to get to know you more. I want to make sure we're giving you all the options.

Black, white, Cuban, or Asian, old, young, gay street. I don't care. I want to treat you the same no matter what until I learn more about you. Your landscaping might be a mess. You might live in a really poor neighborhood. That doesn't matter to me because I know you own a home. More than likely, I went to the brokest neighborhoods on the planet and people paid me 10 grand.

Black, white, Cuban, or Asian, old, young, gay street. I don't care. I want to treat you the same no matter what until I learn more about you. Your landscaping might be a mess. You might live in a really poor neighborhood. That doesn't matter to me because I know you own a home. More than likely, I went to the brokest neighborhoods on the planet and people paid me 10 grand.

They went in their bedroom and got cash. It's crazy. So a lot of people judge a book by its cover. What have you learned in negotiations when that happens?

They went in their bedroom and got cash. It's crazy. So a lot of people judge a book by its cover. What have you learned in negotiations when that happens?