Mastering the Art of Negotiation with Chris Voss
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What are the key negotiation strategies discussed?
How do you turn an opposition into a collaboration? And I think that's one of the main secrets in negotiation, because in any deal, and particularly in the circumstances you're talking about, they want to know how good a partner you're going to be, how good an ambassador you're going to be. If you can't stand up for yourself, then how can you stand up for them?
Right.
And so I think a lot of it is either intentional or even subconscious testing behaviors. You know, how do we disagree and still remain collaborative? Right. And so how do you test that without making the other side, without offending the other side? And how do you stand up for yourself?
Welcome to the Home Service Expert, where each week, Tommy chats with world-class entrepreneurs and experts in various fields, like marketing, sales, hiring, and leadership, to find out what's really behind their success in business. Now, your host, the Home Service Millionaire, Tommy Mello.
How can you turn opposition into collaboration?
Before we get started, I wanted to share two important things with you. First, I want you to implement what you learned today. To do that, you'll have to take a lot of notes, but I also want you to fully concentrate on the interview. So I asked the team to take notes for you. Just text NOTES to 888-526-1299. That's 888-526-1299.
And you'll receive a link to download the notes from today's episode. Also, if you haven't got your copy of my newest book, Elevate, please go check it out. I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states. Just go to elevateandwin.com forward slash podcast to get your copy. Now let's go back into the interview. All right, guys, welcome back to the Home Service Experts. Today, I got a very special guest, the number one coach of negotiation in the world, Chris Voss. How are you today? Fantastic, Tommy. Thanks for having me in. I'm excited, man. You wrote the bestseller, Never Split the Difference. You've been on some of my buddies' podcasts, obviously, Waste No Day, Brian Burden. Yep.
Part of the Black Swan Group. Why don't you just tell us, you know, most people know who you are. They've heard of your book. They've read your book. But tell us a little bit about Your history, what you're doing today, and where you're going.
I was an FBI agent, FBI hostage negotiator. I was in charge of all of our international kidnapping negotiation response. So domestically in U.S., domestic hostage negotiations usually sell side. Somebody's trapped at a bank. I'm going to call in and try to get them to come out. It's the same thing as a cold caller does. Cold caller calls somebody on the phone.
What is the importance of emotional intelligence in negotiation?
Person on the other end of the phone doesn't really want to talk to them. International kidnapping is mostly by side. So by side all over the world in every country, pretty much every culture on the planet. It was kind of a wild thing to do because I'm originally from a small town in Iowa. So it was all over the world. That was cool. After that, wrote Never Split the Difference, taught business negotiation at Georgetown and USC. And the book is done quite well based on the emotional intelligence stuff we used in Haas's negotiation. And then proved it in the business schools, and then also have a masterclass out there that's done really well too. So the book and the masterclass have done really well.
And that's been the majority of it? You're out of Vegas right now. You get back to California, but you travel a lot. What's the future look like?
Well, still do a lot of keynotes, do a lot of keynote speeches for corporations and associations, you know, sales kickoffs are bringing our whole professional association together. It doesn't really matter what industry, you know, anybody where people are dealing with other people. And then we coach and train a lot. And then when I first started the company, I thought all we would really do would be train and train mostly corporations. And we train mostly entrepreneurs now, not corporations, some, but entrepreneurs really want to learn. They really want to get better. They like to be innovative. And then we coach a lot. I didn't think we would be coaching that much. We coach people through deals a lot.
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Chapters
8 chapters
1
What are the key negotiation strategies discussed?
0:00–1:03
2
How can you turn opposition into collaboration?
1:03–2:44
3
What is the importance of emotional intelligence in negotiation?
2:44–11:09
4
How does slowing down improve communication?
11:09–18:10
5
What are the traits of successful negotiators?
18:10–32:21
6
How do belief systems affect success?
32:21–41:07
7
What techniques can enhance team recruitment?
41:07–55:32
8
How does one's background influence negotiation ability?
55:32–1:16:20
Speakers
4 identifiedMore from The Home Service Expert Podcast
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