101 The FBI’s Top Hostage Negotiator, Chris Voss, Shares His Secrets on How to Get Everything You Want (my new favorite episode!)

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If you would like to find out how to successfully negotiate your way towards achieving the outcomes you would prefer in life, listen in to today’s show. Michael’s guest, Chris Voss, used to be the leading International Kidnapping Negotiator for the FBI and learn from the Real Deal.

Chris Voss is the founder, and CEO of Black Swan Group, a consulting firm that teaches Fortune 500 companies how to be better negotiators. Chris has written a book called Never Split The Difference. It’s one of Michael’s favorite books of all time. Prior to 2008, Chris worked for the FBI as their International Kidnapping Negotiator and also as their Hostage Negotiation Representative for the National Security Council’s Hostage Working Group. During his career with the government, Chris represented the US as an expert on kidnapping at two international conferences, which were sponsored by the G8. On today’s show, Chris talks to Michael about his book and how it can help you to develop the skills to negotiate your way to success, in life and in business.

In this episode, we discussed:

  • Great negotiators never split the difference and you can learn what they do instead. (6:45)
  • How to use calibrated questions rather than basic questions. (9:38)
  • Negotiating like a pro by getting people to say ‘no’ first in order to get them to say ‘yes’ later. (13:53)
  • Why master negotiators can say ‘no’ and still keep the negotiation going. (18:32)
  • The single best question that you can ask to get them to give you a number first. (47:00)
  • Hostage negotiation skills work well in business because they give you leverage. (58:03)
  • Using specific numbers, and how they can help you close the deal by winning the negotiation. (1:02:45)

Learn more about Chris Voss here.

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