In this episode, we sit down with Chris Voss, former FBI hostage negotiator and author of Never Split the Difference, for one of the most raw, tactical, and psychologically charged conversations about what it really takes to negotiate like your life depends on it, why sales is helping and not manipulation, and why most people fail in negotiation because they're too afraid to call out the negatives before the other side even thinks them.
We break down the psychology of mirroring and why repeating one to three words keeps people talking without draining their mental energy the way what and how questions do, why what questions uncover problems and how questions uncover solutions, and why why questions trigger defensiveness and make people say what the fuck is it to you inside their head. You'll hear why fair is an emotional word you have to be careful with, why giving time back in someone's day is something nobody else does for them, and why the last impression is the lasting impression!
More from Chris:
Website: https://www.blackswanltd.com
Hear more from the Hosts:
Jack https://www.linkedin.com/in/jack-frimston-5010177b/?originalSubdomain=uk
Zac https://www.linkedin.com/in/zac-thompson-33a9a39b/
Brought to you by our amazing sponsors:
Nooks The AI powered platform helping teams automate outbound sales and book more qualified meetings. To learn more visit : https://www.nooks.ai/wehaveameeting
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