YAPClassic: Chris Voss on Advanced Negotiation, The Secret to Gaining Influence and Winning Negotiations | Sales

Oct 27, 2023

54:15

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Prior to 2008, Chris Voss was the lead international kidnapping negotiator for the FBI and the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. Now, he’s using his wisdom to teach business leaders how to negotiate and land deals. In this episode of YAPClassic, Chris will explain several advanced negotiation techniques, like how to conduct an accusation audit and what words we want to hear when negotiating. He will also break down how we can use tactical empathy to diffuse negativity in tense situations.

Chris Voss is a former FBI Hostage Negotiator. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Voss has taught for many business schools and has used his many years of experience in international crises and high-stakes negotiations to help people become better negotiators in their everyday lives.

In this episode, Hala and Chris will discuss:

- Why you shouldn’t match other people’s energy

- The unknown benefits of positivity in a negotiation

- Why you need to do a gratitude exercise in the morning

- How to diffuse negativity in a negotiation

- The differences between empathy, sympathy, and agreement

- “That’s right” vs. “you’re right”

- The problem with sympathy

- Why you want to hear the word ‘no’ during a negotiation

- How to conduct an accusations audit

- The 7-38-55 body language rule

- And other topics…

Chris Voss is a Former FBI Hostage Negotiator and the CEO of The Black Swan Group Ltd. Before becoming the FBI's lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City division of the FBI. During Chris’s 24-year tenure with the Bureau, he was trained in the art of negotiation by not only the FBI, but also Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.

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Resources Mentioned:

Chris’s Website: https://www.blackswanltd.com/our-team/chris-voss

Chris’s LinkedIn: https://www.linkedin.com/in/christophervoss/

Chris’s Instagram: https://www.instagram.com/thefbinegotiator/

Chris’s Facebook: https://www.facebook.com/ChrisVossNegotiation/

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