Do you know what it takes to be a good negotiator? Chris Voss is a former FBI hostage negotiator and CEO of The Black Swan Group. Many of us don’t notice how often we engage in negotiations on a regular basis. For example, even something as simple as asking for someone’s time can be seen as a negotiation with the commodity being time itself. Learning to engage in a successful negotiation is better than splitting the difference in numerous ways, as Chris Voss states during the interview: “If I’m completely wrong and you’re completely right and I’m determined that we got a compromise, I have just cheated myself… I can take something better than what I originally had in mind. ”
There are a number of factors that help contribute to a successful negotiation including using one’s voice, likeability and empathy. In this episode, Hala Taha and our guest Chris Voss discuss why it is never a good idea to split the difference and how we can implement several different techniques in order to achieve greater success in our own negotiations.For more on Chris Voss follow him on Linkedin at https://www.linkedin.com/in/christophervoss/, on instagram @thefbinegotiator, on Twitter @VossNegotiation and visit his website at https://blackswanltd.com/.
This episode of YAP is sponsored by our friends at Rethink Creative Group. They’re a digital advertising, marketing, and content creation agency focused on helping small to medium sized businesses. Guess what? As a YAP listener, you get a special gift if you work with them. Head over to rethink.agency/yap.
There’s an old saying in negotiation, the person that offers to meet you in the middle is often a poor judge of distance.
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What we are yapping about in this episode:
- Chris Voss’ background story and career in the FBI [02:47]
- Tips for using one’s tone of voice to influence a negotiation [15:50]
- Why it is never a good idea to “split the difference” [37:50]
- How to negotiate price [47:47]
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