#234: Haggling and Deal Making Advice From a FBI Hostage Negotiator

Negotiation.
If you’re like most people who grew up in the West, particularly America, negotiation might make you uncomfortable because it’s really not part of the culture. The price someone asks is usually the price we pay.
But negotiation is something all of us will have to do at one time or another. A job salary or car price are two obvious examples that come to mind.
The problem is the way most folks go about haggling when they do have to negotiate is often counter-productive. For example, it’s typically assumed the best way to negotiate is to quickly get to yes and make compromises. But what if the better approach is to make “no” your goal and to never split the difference?
Well, that’s what my guest on the show today argues. And his insights have been field tested in truly critical situations. His name is Chris Voss, and he’s a former lead international kidnapping negotiator and the author of Never Split the Difference: Negotiating As if Your Life Depended On It. Today on the show, Chris shares tactics and strategies he developed to better negotiate with kidnappers that can work in the civilian world. And many of his tips run counter to what you've probably been taught. If you’re looking to become a better haggler, you’re going to love this episode. It’s packed with tons of actionable advice.