Chris Voss, former FBI Lead International Kidnapping Negotiator, joins our show in this special episode of the Elite Man Podcast! Chris talks about his experience successfully negotiating some of the most intense and pressure-cooker situations imaginable and the lessons he learned from this. He shares with us his best tips and strategies for negotiating in any type of environment including buying a car, asking your boss for a raise, or making a business deal. If you’re wondering how to win every negotiation that comes your way, check this episode out now!
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In our episode we go over:
- Chris’ background in law enforcement and how he became an FBI negotiator
- What a black swan is and why Chris looks for black swans in every type of negotiation
- Why he switched from using his muscles and being part of the SWAT Team to using his mind and being part of the negotiating team
- His most intense negotiating situation ever
- Why bank robbing hostage situations really only happen in the movies
- How Chris found himself in the middle of a real-life bank robbery hostage negotiation
- The personality of the bank robber that Chris had to negotiate with and his uncanny and innate ability to be great at negotiating
- What Chris did to overcome the robber’s natural talent for getting what he wanted and the moment he was able to get the man to surrender
- The clever ace-in-the-hole move the robber had up his sleeve which almost worked even after his arrest
- The single most important thing to do in any type of negotiation
- Why keeping your tone of voice even-keeled is so important in a tense situation
- Whether or not FBI agents ever mess up their negotiations
- Chris’ book Never Split The Difference and the must-know tips he shares in it
- The art and science of mirroring someone else and why it’s so effective
- Repeating the last 1-3 words someone else says and what this does
- Why using words like “we” and “our” and “us” is so much better than saying “I”
- How to ask questions without sounding like you’re asking questions and why this is so important in a negotiation
- How to deal with a boisterous, in-your-face type of person who wants to sell you something or take advantage of you in a deal
- How to negotiate when you’re buying a car
- How Chris was able to get his beautiful, perfect, red dream-truck for exactly the price he wanted to pay for it in about 20 minutes
- Why eliminating someone’s objections first and outlining exactly what they’re going to say (and agreeing with them) is probably the best strategy for negotiation success
- How to ask for a raise at work
- Why you should immediately talk about what you can do for your boss and get off the topic of money as soon as possible
- Being nice vs. being stern in a negotiation
- Why being nice is far better than being serious and can serve you far better when making a deal
- Why telling someone they are “too generous” will actually make them more generous and allow them to cater to you more in a negotiation
Check out Chris on:
Website: blackswanltd.com
Facebook: facebook.com/BlackSwanLTD
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