Chris Voss: Interview with a Master Negotiator

1

Introduction

00:00 • 2min

2

The Importance of Accepting Black Swans

02:02 • 2min

3

The Differences Between Hostage Negotiations and Business Negotiations

04:08 • 3min

4

The Role of Yes in Negotiation

06:51 • 2min

5

The Importance of a Win-Win Mentality in Negotiations

08:28 • 2min

6

The Difference Between Hostage Negotiations and Business Negotiations

10:18 • 3min

7

The Law of Negotiation Gravity

12:55 • 2min

8

The Power of Know in Cold Calls

15:10 • 2min

9

How to Prepare for a Negotiation

17:28 • 4min

10

The Importance of Preparing for Bad Sales

21:19 • 3min

11

The Importance of Understanding Your Client's Challenges

24:13 • 3min

12

The Importance of Loss Aversion in Decision Making

26:53 • 3min

13

The Role of Personality in Negotiating

30:19 • 2min

14

The Importance of Values in Sales

32:32 • 2min

15

The Importance of Shared Values in Business Negotiations

34:41 • 2min

16

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

37:07 • 3min

17

The Importance of Cultural Values in Negotiations

39:46 • 5min

18

How to Drive Short Term Results While Still Hitting Your Numbers

44:29 • 4min

19

How to Compensate Sales Reps on Their Results

48:23 • 2min

20

How to Create Urgency to Keep People Up at Night

50:38 • 2min

21

The Power of Experimentation

52:47 • 2min

22

How to Quantify the Impact of Your Decisions

54:57 • 3min

23

How to Calculate the ROI of Your Mom

57:40 • 2min

24

The Power of Mirroring and Layering

59:42 • 2min

25

Calibrated Questions: How to Make the Illusion of Control

01:01:34 • 3min

26

The Dangers of Telling Someone You Understand

01:04:23 • 2min

27

The Power of Tone of Voice

01:06:09 • 4min

28

The Two Best Sales Movies I've Ever Seen

01:10:17 • 2min

29

Never Split the Difference: How to Learn More

01:12:04 • 3min