Never Split The Difference | Negotiation That Works!
Interview with Black Swan Group CEO, and former FBI negotiator, Chris Voss
Chris Voss is the founder and CEO of the Black Swan Group and author of Never split the difference; negotiating as if your life depended on it.
He was the lead international kidnapping negotiator for the FBI as well as the FBI’s hostage negotiation representative. Chris was trained not only by the FBI but Scotland Yard and Harvard law school and received the Attorney Generals Award for excellence in law enforcement.
Chris currently teaches business negotiation at University of Southern California, Georgetown University, and has guest lectured around the globe.
To learn more about Chris you can visit his website, BlackSwanLTD.com, or follow any of his very active social media channels.
Are you a good negotiator? Could you talk through a hostage situation in less than 20 minutes? Discover the secrets to negotiation that actually work in this exciting interview. If you've ever wanted to know how to pro-actively listen, use tactical empathy, and negotiate like your life depended on it you'll enjoy this incredible conversation.
In today’s expert academy interview we talk about how everyone can sharpen their negotiation skills, why most “common knowledge” regarding negotiation is nonsense, and why YES isn’t always what you want to aim for.
I learned more about negotiation in this single interview than the last 3 books on negotiation I’ve read combined… so if you’re ready for a crash course on persuasion and negotiation this interview is for you!
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"Negotiation is about communication, establishing rapport with people, and cutting deals that no one else can cut, there's something magic about using words to get a change in behavior... "
CEO, Black Swan Group LTD
Wanna Skip Ahead? That's Totally Fine...
1:40... Who is Chris Voss?
2:20... Being a good haggler doesn't make you a good negotiator
2:45... Why is your company called the Black Swan Group?
3:30... How did you get started in negotiation?
5:10... What is the training like to become a hostage negotiator?
6:50... What is tactical empathy?
8:05... Questions and the impact of your words
10:00... The importance of using the word YOU vs I
11:15... The difference between persuasion and negotiation
13:00... Listening pro-actively
14:30... Avoiding the "YES" train
16:30... Change your questions to get them to say no
19:00... Don't be afraid of silence...
21:45... Building rapport and leading into negotiation
24:15... Are terrorists more reasonable than business people?
25:10... personality types of negotiations
27:20... Body language and negotiation
29:30... You probably lie 5 different ways
30:30... Follow your gut instinct...
31:30... Top skills for success in 2018
33:00... Favorite negotiation stories
34:35... Universal negotiation tactics
36:40... Book recommendations... Barking up the wrong Tree, The Rise of Superman,
38:20... Get the edge newsletter... subscribe by texts "fbiempathy" to 22828 to sign up
40:00... Different types of negotiations...
41:00... If you could have a conversation with anyone
43:00... What’s new with the black swan group... artificial intelligence, and exciting projects
45:30... Who is an inspiration to you
46:50... Final works of wisdom
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