Get What You Want In Any Situation Almost EVERY Time Featuring Chris Voss with Joe Polish, and Dean Jackson #156

Episode Summary

Everything is a negotiation—even when you may not realize it. Listen in as Chris Voss, former FBI hostage negotiator and CEO of Black Swan Group, shares what every Entrepreneur needs to learn about negotiating effectively for results that are Easy, Lucrative, and Fun.

In this episode, Chris, Joe, and Dean discuss how to transform a stressful experience into opportunity and, ultimately, success. Chris shares a ridiculously simple negotiation technique, how to propose a counter-offer they can’t resist, and why the word NO is more important than YES— and he’ll teach you the first step to becoming a master negotiator in Business and life.

If you’d like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com.

Here’s a glance at what you’ll learn from Chris, Joe, and Dean in this episode:

  • Chris shares his definition of “negotiation” AND what every Entrepreneur needs to learn about negotiating effectively.
  • The subtle difference between “cooperation” and “collaboration”, “aggressive” and “assertive” (and why it’s important).
  • Chris reveals how to size up and assess a stressful situation and transform it into an OPPORTUNITY and more SUCCESS.
  • MOST VALUABLE NEGOTIATION TECHNIQUE Chris has EVER learned (and WHY it’s the preferred “move” of intelligent people).
  • What to do with your counteroffer before you walk away from a deal that could make the deal more E.L.F. (Easy, Lucrative, and Fun!).
  • A KEY TO NEGOTIATION: Why the word NO is more important than the word ‘Yes’ (and EXACTLY HOW to use it).
  • How you can use Chris’s negotiation strategies and techniques to better understand and serve your Clients.
  • What Chris did to turn his book Never Split The Difference into a MASSIVE BEST SELLER (and how YOU can too).
  • ONE SIMPLE THING you can do to TURN AROUND any life or Business situation that goes from BAD to WORSE.
  • What to do if you need to initiate a BREAK UP (How to do it in a compassionate, healthy way for BOTH of you).
  • SEX NEGOTIATION: Does gender matter in negotiation? Chris answers this provocative question.
  • The first step you can take to BECOME A BETTER NEGOTIATOR in both your personal and professional life.

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Show Notes

  • Negotiation is great collaboration. Collaboration is the key.
  • The difference between cooperation and collaboration.
  • Collaboration allows both parties to weigh in; cooperation can lead to resentment.
  • There’s a difference between being assertive and aggressive.
  • Joe has experienced Oprah as assertive, not aggressive.
  • Mastery: Repetition, small-stakes practice for high-stakes results, and learning from mistakes.
  • Don’t be afraid to make mistakes. Make them and learn.
  • Everything is a negotiation. Sometimes you won’t even know it.
  • If people want a reduction in price, they’re under pressure in the bigger picture.
  • Get yourself out of reactive, judgemental mode; you’re dumber when your buttons are punched.
  • Emotions aren’t bad but negative ones impact you negatively. Breathe.
  • You’re not going to bat 1,000. Hostage negotiations have a 93% success rate.
  • Your situation assessment will evolve within the situation.
  • Figure out if they are E.L.F. or H.A.L.F. Repeat what they say, label it.
  • 20% of Business opportunities (likely higher) are fake opportunities.
  • The Mirror Technique: Repeating the last three words someone said.
  • People with high IQ and EQ love the Mirroring Technique.
  • Why no is more important than yes: Whoever says no feels safe.
  • When it’s about them, people love to say no. Get people to say no.
  • Understanding your Clients better will help you serve them better.
  • Be reciprocal and useful. Be E.L.F. and use it as a filter for everything.
  • Before you fire H.A.L.F. Clients, figure out the counter-offer that would be E.L.F.
  • It’s an abundant world. There are plenty of people out there that need you.
  • The turnaround move: Summarize the other side’s perspective until they say, “That’s right.”
  • Make the other side feel understood first and start with small-stakes conversations.
  • Be relentless and never let off the gas.
  • Get into a state of compassion before breaking up with someone.
  • Relationship exit strategy: Be clear and nice.
  • A “no” answer pick-up line: “Have you given up on finding the man of your dreams?”
  • Mutual connection is better than a romantically-forward pick-up line.
  • The more focused you are on a goal, the more tunnel vision you have.
  • Be careful about short term gain for long term pain.
  • Negotiating rent: “How can I be the best long-term tenant you’ve ever had?”
  • Think about how you come off to the other person.
  • Close with no-oriented questions.
  • People have decision fatigue in the afternoon and evening.
  • Call out what they’re thinking (the negative responses) in advance.
  • Sound ideas off someone else to clear out your own thoughts.
  • Chris loves Genius Network relationships and ideas.

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