Make It Happen Mondays - B2B Sales Talk with John Barrows

Chris Voss: Interview with a Master Negotiator

Dec 26, 2022

01:15:32

Creator website

Episode guests

Chris Voss

Highlights

AI Chapters

Episode notes

Why Asking 'Is Now a Good Time?' is a Bad Question

00:43

Introduction

2min

The Importance of Accepting Black Swans

2min

The Differences Between Hostage Negotiations and Business Negotiations

3min

The Role of Yes in Negotiation

2min

The Importance of a Win-Win Mentality in Negotiations

2min

The Difference Between Hostage Negotiations and Business Negotiations

3min

The Law of Negotiation Gravity

2min

The Power of Know in Cold Calls

2min

How to Prepare for a Negotiation

4min

10.

The Importance of Preparing for Bad Sales

3min

11.

The Importance of Understanding Your Client's Challenges

3min

12.

The Importance of Loss Aversion in Decision Making

3min

13.

The Role of Personality in Negotiating

2min

14.

The Importance of Values in Sales

2min

15.

The Importance of Shared Values in Business Negotiations

2min

16.

How to Align Values Early to Get in and Out of Deals

3min

17.

The Importance of Cultural Values in Negotiations

5min

18.

How to Drive Short Term Results While Still Hitting Your Numbers

4min

19.

How to Compensate Sales Reps on Their Results

2min

20.

How to Create Urgency to Keep People Up at Night

2min

21.

The Power of Experimentation

2min

22.

How to Quantify the Impact of Your Decisions

3min

23.

How to Calculate the ROI of Your Mom

2min

24.

The Power of Mirroring and Layering

2min

25.

Calibrated Questions: How to Make the Illusion of Control

3min

26.

The Dangers of Telling Someone You Understand

2min

27.

The Power of Tone of Voice

4min

28.

The Two Best Sales Movies I've Ever Seen

2min

29.

Never Split the Difference: How to Learn More

3min

As the most popular and most downloaded Make It Happen Monday episode of all time, this conversation with Chris Voss is all about the power of negotiation. Chris is an ex-CIA agent and expert negotiator, the founder of the Black Swan Group, and the author of Never Split the Difference, an incredibly popular book about negotiation. Today, Chris is the world’s top negotiation coach. In this episode, Chris talks about unintuitive negotiation techniques, the importance of seemingly unimportant information, and the problems with presumptions in negotiations.

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