Business Negotiation Skills, with Chris Voss

Business Negotiation Skills, with Chris Voss

Episode 279:

Chris Voss is CEO of the Black Swan Group and author of the national best-seller “Never Split The Difference: Negotiating As If Your Life Depended On It,” which was named one of the seven best books on negotiation. A 24-year veteran of the FBI, Chris retired as the lead international kidnapping negotiator. Drawing on his experience in high-stakes negotiations, his company specializes in solving business communication problems using hostage negotiation solutions. Their negotiation methodology focuses on discovering the “Black Swans,” small pieces of information that have a huge effect on an outcome. Chris and his team have helped companies secure and close better deals, save money, and solve internal communication problems.

Chris has been featured in TIME, Business Insider, Entrepreneur, Inc., Fast Company, Fortune, The Washington Post, SUCCESS Magazine, Squawk Box, CNN, ABC News and more.

What you will learn in this episode:

  • How Chris's fascination with the art of negotiation led to his career as a hostage negotiator and crisis responder
  • Why poor negotiators often do things that work against their own best interests due to arrogance, and why developing your business negotiation skills is crucial
  • How Chris has made the transition from hostage negotiator to business and real estate negotiator
  • Why as much as 20% of all deals and opportunities are “fake” and are only being used for research and testing purposes
  • How Chris and Black Swan Group offer a number of free resources and options to give you a taste of how developing your negotiation skills can benefit your deals
  • Why getting your mindset right is a crucial step for developing your negotiation skills, and why you need to see how others have achieved success to achieve your own success
  • What steps Chris follows to negotiate in any given situation, and why his strategy starts with being playful
  • How Chris's son running late for a flight and missing it led to a new negotiation strategy they call “thought-shaping questions”


Additional resources:

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