260: The Ultimate Guide to Negotiating (for the Negotiation-Averse) With Former FBI Hostage Negotiator Chris Voss | Bigger Pockets Podcast
Bank robbers. Terrorists. Motivated sellers. No matter who you’re dealing with, negotiation is vital. As a real estate investor, the question is not if you’ll negotiate but how well will you negotiate—and after this episode, you’ll never negotiate the same again. Today, we’re excited to sit down with Chris Voss,former head of the FBI’s Hostage Negotiation Team and author of Never Split the Difference, to learn the stories, strategies, and tactics gleaned from decades of negotiating with the world’s most dangerous criminals. Then, we delve into how these lessons can help you in your own business and life. This show is a ton of fun and full of actionable tips that will instantly make you a better negotiator—whether sparring with your child, a buyer or seller, or a terrorist holding your family for ransom!
In This Episode We Cover:
A look at Chris’s background
The story of the bank robbery in Brooklyn
What the strategy of mirroring is
What it means when a person doesn’t give his name
How to use listening as an advanced skill
Tips for applying negotiation to business settings
The role negotiating plays in real estate
The thing more important than the deal in negotiation
The secret to gaining the upper hand in a negotiation
Tips for negotiating in a real estate deal
The power of deference
What you should know about anchoring
How to take advantage of rounds of bargaining
Why you should consider odd number pricing
Why no is more powerful than yes
The learning curve for this skill
And SO much more!
Links from the Show
BiggerPockets Forums
BiggerPockets Podcast 259: Old-School Investing Wisdom from 60+ Years with Mike Anderson
Eric Barker’s Blog
BiggerPockets Podcast 256: The Surprising (Scientific) Truth Behind What Makes You Successful with Eric Barker
Books Mentioned in this Show
Rich Dad Poor Dad by Robert Kiyosaki
Never Eat Alone by Keith Ferrazzi
Never Split the Difference by Chris Voss
The 7 Habits of Highly Effective People by Stephen Covey
Getting to Yes by Roger Fisher
The Rise of Superman by Steven Kotler
U2 by U2 by U2 & Neil McCormick
Tweetable Topics:
“If you want big stakes results, you need to practice in low stakes negotiation.” (Tweet This!)
“The last impression is a lasting impression.” (Tweet This!)
“There’s always something in a negotiation for everybody that is more important than actually making a deal.” (Tweet This!)
“You get what you want by hearing the other side out.” (Tweet This!)
“The secret to gaining the upper hand in a negotiation is giving the other side the illusion of control.” (Tweet This!)
Connect with Chris
Chris’s Newsletter
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