Podcasts Business Negotiations Ninja Podcast Never Split the Difference

Never Split the Difference

Published: Aug. 6, 2018, 9 a.m.

b'

If you don\'t know who Chris Voss is, do yourself a favor and pick up a copy of his book: Never Split the Difference. It will change the way you look at negotiation forever. In this episode, Chris and I talk about some of the finer nuances and intricacies behind the tactics he teaches in his book.\\xa0

Voss spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI\'s chief international hostage and kidnapping negotiator from 2003 to 2007. Before that, Voss worked on NYC\'s Joint Terrorist Task Force investigating terrorist activities and attacks. After working on more than 150 international hostage cases he retired from the FBI in 2007 and founded The Black Swan Group.\\xa0

Outline of This Episode

  • [2:18] Chris\\u2019s background in FBI Crisis Negotiation
  • [3:48] Why you want an early \\u201cno\\u201d
  • [6:50] Two needs: to be understood and accepted
  • [8:57] What is the late-night DJ voice?
  • [12:36] The major failure in negotiation training
  • [16:56] Why you should NEVER split the difference
  • [20:01] The concept of extreme anchoring
  • [21:48] Calibrated \\u201cHow\\u201d questions
  • [23:14] Why you want to hear \\u201cthat\\u2019s right\\u201d NOT \\u201cyou\\u2019re right\\u201d
  • [25:14] Be as assertive but nicer
  • [28:02] Don\\u2019t take yourself hostage

Resources & People Mentioned

Connect with Chris Voss

Connect With Mark

Subscribe to Negotiations Ninja

'