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Secret Academy Episode - Chris Voss
About:

Chris Voss is a former FBI hostage negotiator who, today, is the founder and CEO of The Black Swan Group Ltd. Chris’s company helps others solve business communication problems using hostage negotiation solutions. Chris spent 24 years in the FBI fine-tuning his techniques and teaches others how to utilize these strategies in business and everyday life. Chris has saved thousands of lives and retired as the Bureau’s lead international kidnapping negotiator. Chris co-authored the best-selling book, “Never Split the Difference: Negotiating As If Your Life Depended On It”. Among his many accomplishments and titles, Chris is also a professor at Georgetown University's McDonough School of Business.

Lesson's in Today's Interview:
  • The first step to gain the upper hand in a negotiation.
  • What international kidnappings have in common with commodity deals.
  • Seek first to understand and then be understood.
  • What “tactical application of empathy” is and how to utilize it.
  • Why experience only matters in terms of recognition and intuition.
  • The difference between 10 years of experience and 1 year of experience 10 times.
  • What business negotiations and hostage negotiations have in common.
  • How Chris used his experience in international kidnappings for media to media sales.
  • What Chris means by “never split the difference”.
  • Perceived value is the application of emotional intelligence.
  • Which industry differs the most in negotiations tactics.
  • Chris’s advice for someone looking to become a better negotiator.
  • Chris’s response if someone asks him to split the difference and why.
  • Why no deal is better than a bad deal.
  • The human brain is 31% more effective in a positive state of mind.
  • Good negotiators learn from their poor deals and don’t hold resentment.
  • How introverts tend to be better negotiators.
  • When to gain your knowledge for the negotiation.
  • The last impression is a lasting impression.
Full Episode, Downloadable Podcast, and Other Episode Resources Available for Members Only:
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Hap Klopp
Founder of The North Face
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Michael Houlihan & Bonnie Harvey
Founders of Barefoot Wine

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