"As salespeople we need to start showing people we understand them instead of telling them we understand them." Chris

Interview begins at 03:50

Chris Voss is a past Lead FBI Hostage Negotiator and Regular on CNN

"We need people to think that they are making the choice to do the thing that we want them to do." Chris

STEPS TO NEGOTIATION SUCCESS

Find collaboration
Understand that its emotional for some
Stay away from the Yes trap
Tell people what they are thinking
Show people you understand them
Use techniques on multiple levels

About Chris:

Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Prior to 2008, Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. During his government career, he also represented the U.S. Government at two (2) international conferences sponsored by the G-8 as an expert in kidnapping. Prior to becoming the FBI lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City Division of the FBI.

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Chris Voss; - Bestselling Author - Never Split The Difference: Negotiating as if Your Life Depended on It!