260: The Ultimate Guide to Negotiating (for the Negotiation-Averse) With Former FBI Hostage Negotiator Chris Voss

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Jan 4, 2018

Former head of the FBI's Hostage Negotiation Team, Chris Voss, shares stories, strategies, and tactics from negotiating with dangerous criminals. Topics include mirroring, listening, negotiating in real estate, gaining the upper hand, anchoring, and odd number pricing. Learn how saying 'no' and using active listening and mirroring can lead to successful deals. Apply FBI negotiation strategies to the business world.

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Introduction

00:00 • 2min

The Introduction and Anticipation for a Conversation with a Former FBI Hostage Negotiator

01:32 • 2min

Mirroring in Conversations and Interviewing Former FBI Hostage Negotiator

03:10 • 6min

Negotiating in Various Areas of Life

09:04 • 20min

Creating a Win-Win Situation

29:32 • 25min

The Power of 'No' in Negotiations

54:25 • 4min

The Power of Active Listening and Mirroring in Negotiation

58:29 • 10min

Negotiating the Sale of a Property

01:08:49 • 24min

Applying FBI Negotiating Strategies to the Business World

01:32:39 • 3min

Bank robbers. Terrorists. Motivated sellers. No matter who you’re dealing with, negotiation is vital. As a real estate investor, the question is not if you’ll negotiate but how well will you negotiate—and after this episode, you’ll never negotiate the same again. Today, we’re excited to sit down with Chris Voss,former head of the FBI’s Hostage Negotiation Team and author of Never Split the Difference, to learn the stories, strategies, and tactics gleaned from decades of negotiating with the world’s most dangerous criminals. Then, we delve into how these lessons can help you in your own business and life. This show is a ton of fun and full of actionable tips that will instantly make you a better negotiator—whether sparring with your child, a buyer or seller, or a terrorist holding your family for ransom!

In This Episode We Cover:

A look at Chris’s background
The story of the bank robbery in Brooklyn
What the strategy of mirroring is
What it means when a person doesn’t give his name
How to use listening as an advanced skill
Tips for applying negotiation to business settings
The role negotiating plays in real estate
The thing more important than the deal in negotiation
The secret to gaining the upper hand in a negotiation
Tips for negotiating in a real estate deal
The power of deference
What you should know about anchoring
How to take advantage of rounds of bargaining
Why you should consider odd number pricing
Why no is more powerful than yes
The learning curve for this skill
And SO much more!

Links from the Show

Books Mentioned in this Show

Rich Dad Poor Dad by Robert Kiyosaki
Never Eat Alone by Keith Ferrazzi
Never Split the Difference by Chris Voss
The 7 Habits of Highly Effective People by Stephen Covey
Getting to Yes by Roger Fisher
The Rise of Superman by Steven Kotler
U2 by U2 by U2 & Neil McCormick

Tweetable Topics:

“If you want big stakes results, you need to practice in low stakes negotiation.” (Tweet This!)
“The last impression is a lasting impression.” (Tweet This!)
“There’s always something in a negotiation for everybody that is more important than actually making a deal.” (Tweet This!)
“You get what you want by hearing the other side out.” (Tweet This!)
“The secret to gaining the upper hand in a negotiation is giving the other side the illusion of control.” (Tweet This!)

Connect with Chris

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