Whether we know it or not, much of our success in business and in life depends on our ability to negotiate effectively. From buying a house or car to negotiating your salary to coming to an agreement with your partner - negotiation is a game-changing skill that everyone should master.
In today’s episode of Impact Theory, master negotiator Chris Voss shares some of the most important takeaways he’s learned over the years, both as a 24-year veteran of the FBI, and as the founder and CEO of The Black Swan Group - a world-class negotiation consulting firm.
Chris has been on the front lines of some of the most high-stakes hostage negotiations of the last 20 years, and the depth of his knowledge of human psychology is apparent throughout the whole conversation.
To learn more about the art of effective negotiation, I highly encourage you to read Chris’ bestselling book, Never Split the Difference: Negotiating As If Your Life Depended On It. https://amzn.to/356ckub
You can also find tons of free resources on how to reach your full potential as a negotiator at https://www.blackswanltd.com/
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“Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.” - Chris Voss
SHOW NOTES:
00:00 | Introduction
01:04 | When Lives Are On The Line
04:33 | The Dos Palmas Kidnappings
10:50 | Teaching Your Kids Resilience
18:36 | Dos Palmas, Continued
29:20 | The Best Hostage Negotiation Tactic
37:24 | The Biggest Driver of Human Decision-Making
45:04 | Chris’ Views On Human Nature
1:04:15 | What Makes Someone a Good Negotiator?
1:12:18 | Applying Negotiation Tactics To Everyday Life
1:26:00 | Anger, Emotional Control, And Flow States
1:33:12 | The Power Of Open-Ended Questions
1:44:27 | Black Swan Negotiation Strategies
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