We Study Billionaires - The Investor’s Podcast Network TIP320: Negotiations w/ Former FBI Agent Chris Voss (Business Podcast)
9 snips
Oct 25, 2020 
Chris Voss, a former FBI hostage negotiator and bestselling author of "Never Split the Difference," shares fascinating insights into negotiation tactics. He explains why getting a 'no' can be more valuable than a 'yes.' Voss introduces the Ackerman model, emphasizing the importance of tactical empathy and emotional intelligence. He also reveals how to strategically use loss aversion and vocal techniques to influence negotiations. Plus, there are impactful strategies like the 'accusation audit' and effective ways to foster collaboration for successful outcomes.
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First Hostage Negotiation
- Chris Voss's first hostage negotiation involved two bank robbers and three hostages.
- The lead robber used evasive tactics, feigning powerlessness and concern for the hostages.
Mirroring Technique
- Use mirroring in negotiations by repeating the last one to three words of what someone says.
- This encourages them to keep talking and potentially reveal more information.
Voice Modulation
- Use a calm, late-night FM DJ voice to encourage thoughtful responses.
- Avoid an assertive voice, as it can make people combative, and use a smiling, accommodating voice for collaboration.
