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164 appearances 7 recordings 4 series first heard Nov 2024 last heard May 2025

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The Home Service Expert Podcast · Mastering the Art of Negotiation with Chris Voss · 13 Dec 2024 podcast

So you engage with the other side so that you get a really good assessment of what words they use, what adjectives they use when they're telling the truth. Anything other than that is a lie. So the question, are we supposed to pay if we don't know we're going to get our company back? It's not so much the answer, but how they answer. And then you've asked it multiple times.

Now you draw a bead on which part was true and which part was false. Because if you're not going to get your company back, why should you pay?

And that's the question. It's a legitimate question. And when you ask the bad guys legitimate questions, it's not disrespectful. It's a legitimate question.

But what they want to do is, you say it covers up to 30 million. Their job is to find out how much you have. and take it. So if you got a policy for 30 mil, their job's gonna be to get the 30 mil. But what happens if you got a policy for 10, 15, less? What if you don't have a policy? They wanna interact with you to find out what it is.

Their job is to find out what you have, which could be separate from what the market is, and then to get it from you in a set period of time. Because they got other people that have taken hostage, And they got more other people they want to take hostage and they can't afford to burn up a lot of time on you. So they want to find out what you got. And believe me, they got a timeframe.

Whoever's talking to the company has a boss who's standing behind him saying, how's it going? When are we going to get paid? You need to move on to the next job, just like any other boss.

The more you can lengthen the negotiations out, the more potential evidence is acquired, which is why if I was coaching you, I would lengthen it out. They're going to say things inadvertently. They're going to identify them. Whoever you're talking to, you're going to want to find out what his nickname is. You're going to want to get on, it sounds stupid.

If you can, you want to get on a first name basis with us. And I won't give you his first name, but I'll give you his nickname. Nickname's an identifier. When they want to talk is going to give you somewhat of an indication. They're always going to want to talk within that same timeframe, which is that the patterns that you pick up will tend to identify where they are and who they are.

And if the Bureau's not engaged with you at the time, You still got a fair amount of evidence to hand over to them should you choose to do so in the future. Yeah.

You know, go to my website, BlackSwanLTD.com. A number of choices you can make. You can subscribe to our newsletter, which is free. It's Concise Actionable Negotiation Strategies. that you get for free on Tuesday mornings. Wherever you are in the world, Tuesday is a good day to get new information. Monday is a buffer day. Tuesday, you're ready to rock.

Yeah, we got training across the board. We put a lot more clips – Short video clips of negotiation advice on my Instagram.

At the FBI negotiator. I've been really happy with that because there are a number of really, really good negotiators that we coach that have told me informally they love the clips that we're putting on Instagram.

Short, concise, helpful ideas.

For different reasons. I've been reading the book, Chip War, about the development of semiconductor industry in Southeast Asia, which has changed my thinking on, you know, the world's problems. They make the comment in that book that the U.S. military lost the war and the chip industry won the peace in Southeast Asia.

And I'm like, oh, yeah, as a matter of fact, governments don't win wars, industries win peace. So that was Perspective. A good book on international perspectives is Prisoners of Geography, contending that whatever geography you grew up in will shape a national identity.

And it's fascinating to me as to how accurate it is in terms of how after you were born with the original equipment of being a human being, how your culture evolved into thinking like it thinks. For example, Russia's been invaded more times than they've invaded other countries. They got no natural land barriers like the US has.

The geography encourages, Germany invaded them twice, Japan two or three times. And They've got no deep water ports that are open year round. So what does that mean? They're a country that's invaded easily by others. And if their ports get cut off, they could starve. So, all right, so I don't agree with what they're doing, but maybe I got a better feel for where they're coming from as a country.

And that's just one example. So it's fascinating when you want to learn about other cultures and anthropology, how did a culture develop? What were the pressures on them? And we forget about it in the U.S. because look at our borders. You can't come at us from the east or the west. We're going to see you from 200 miles away. We've got deep water ports everywhere.

Up to the north, we've got a great barrier, Canada, Rocky Mountains, the Arctic. From the south, it's a narrow land bridge, very difficult to cross. We forget about how, like, we have the best strategic location on planet Earth for a safe country. So prisoners of geography is one of those things that points it out. I found it was fascinating.

You know, it seems like a huge waste of time to repeat back what people have told you about where they're coming from. Because a lot of people, if you understand, you might just want to say, I understand, because you want to save time. And people are afraid to summarize the other guy's perspective if they disagree with it.

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