The Investor's Podcast (We Study Billionaires) - The Investor’s Podcast Network

TIP320: Negotiations w/ Former FBI Agent Chris Voss (Business Podcast)

9 snips
Oct 25, 2020
Guest
Chris Voss
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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ADVICE

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.
INSIGHT

Getting to "No"

  • "Yes" in negotiations can signal a trap, making people wary.
  • Aim for "no" by reframing questions; people relax after saying "no."
ADVICE

Confirming Agreement

  • Look for "that's right" instead of "yes" to confirm true agreement.
  • Use labels (starting with "It sounds like..."), mirrors, and paraphrases to solidify agreement.
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