FBI Negotiation Secrets From Former Hostage Negotiator Chris Voss





How To Negotiate

The show is kicked off with Chris explaining that there is a balance between the negotiators conscious and subconscious efforts to influence the other party.

“We know that our brain only has the capacity to make so many decisions on a given day” – Chris Voss  

Chris then shares the importance of understanding the beliefs that the other person holds so you can structure your negotiation in a way that ticks their boxes.

“You want to take a step back to start with and give the other side room to talk” – Chris Voss

The show is wrapped up with Chris describing the ‘guided discovery’ process and why going for a no might actually be the best thing to do in a negotiation.



Partner: SPARTA

Motivating salespeople is hard, Sparta makes it easy. Sparta is an end-to-end sales performance solution that helps you coach, train and drive your team into higher performance via competitions, personalised coaching and goal-setting.

To secure the success of your sales team, visit Salesman.Red/Sparta to get started today.





Guest info:

A 24 year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world.

He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations.

Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others.


Show notes:


BOOK: Never Split the Difference: Negotiating As If Your Life Depended On It


ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.

Will Barron is the founder of Salesman.Red and host of the Salesman Podcast where he entertains hundreds of thousands of millennial salespeople every month. If he isn't recording or editing shows he's racing his RX8 or riding bicycles down mountains.

Leave a Reply

Site Footer