EP128: Business Negotiation Tactics with Christopher Voss

Ben Reinberg: I OWN IT

Would you be quick enough to make decisions under pressure?

Our guest for this episode of the I Own It podcast is a real icon at what he does. Christopher Voss is a former FBI hostage negotiator, the CEO and Founder of the Black Swan Group, the best-selling author of “Never Split The Difference: Negotiating As If Your Life Depended On It”, and a keynote speaker.

Originally working for the SWAT, his swift thinking skills and love for helping others led him to pivot his career as an FBI agent. Just like him, you can learn how to be prepared and persuasive – be it in business or your personal life!

This doesn’t mean Chris didn’t have his fair share of failures. It’s either you give up or learn, he says. But the downs were all worth it…. as he built Black Swan, a coaching company that teaches “Tactical Empathy”, helping business owners like you soar to new heights through negotiation.

Tune in as Christopher Voss gives us a glimpse into his action-packed experience as a professional negotiator, his advice for successfully closing deals, why listening is a lost art, and why taking care of oneself is crucial when working in a high-pressure field.

Timestamps:

00:00 Introduction 00:59 Becoming an FBI negotiator 04:28 Preparation and skills to be learned 07:48 Most rewarding cases? 09:53 Any exciting experiences? 11:53 Moving into coaching 13:39 Why the name Black Swan 14:40 Counterintuitive negotiating tips 16:12 Listening to understand 18:16 Be open to picking up new skills 21:47 On writing “The Full Fee Agent” 24:00 Positive reception for “Never Split the Difference” 26:27 A time when Christopher didn’t own it 27:51 How to prevent getting triggered 31:43 Self-care matters 33:36 Christopher’s advice to his 16-year-old self 34:13 What would Christopher’s last meal on Earth be? 35:02 Christopher’s favorite music

Quotations: “You had to be assertive to save lives.” - Christopher Voss

“Either you quit or you get better.” - Christopher Voss

“The harm of others is never included in the success of our clients.” - Christopher Voss

“I always seek the truth in what someone else is saying, and you’ll build a deeper-rooted connection.” - Ben Reinberg

“A friend of mine said a long time ago, ‘It doesn’t do you any good to tell somebody what you really think,” and I fall victim to that a couple of times.” - Christopher Voss

“In a crisis, people have to make decisions. I think part of what John Kennedy said a long time ago, ‘The risks and costs of comfortable inaction are very high.’ And I love decision-making and action.” - Christopher Voss

Get in touch with Christopher Voss. Website: https://www.blackswanltd.com/

Subscribe to The Edge Newsletter: https://www.blackswanltd.com/the-edge

Twitter: @fbinegotiator Instagram: @thefbinegotiator

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