Alex Quin interviews the Master of Negotiation: Chris Voss, former lead international kidnapping negotiator for the FBI & Author of The Wall Street Journal Bestseller Never Split The Difference: Negotiating As If Your Life Depended On It. In Part 1 of our 2 Part series, Alex discusses Chris’ journey from joining the FBI to becoming a Best Selling Author and founding the Black Swan Group. Learn how to use the art of negotiation in Business from the Label & Mirror Technique or Minimal Encouragers during conversation. Don’t forget to check out Part 2 right after!
Always gather information from the other side. Don't always just wait for your turn to talk, but actually listen to what the other side is saying.
Mirrors- a specific tool to get people to open up. Mirror a conversation by saying 1-3 words back to them verbatim and this will allow them to open up and you to control where the conversation goes naturally.
Labels- Verbal Observation. Unlocking the floodgates of true talent.
Minimal Encouragers- small sounds to be present in the conversation while you are paying attention.
[02:06] We're grateful because we learned a shit ton from your book as a team.
[02:24] How beneficial your book has been for my team
[02:56] So let's talk about where you started off in your career…
[03:02] How did it end up getting to the FBI
[03:35] I switched from SWAT to negotiations
[03:53] You ended up working at a suicide hotline
[04:03] Crisis hotline is a masterclass on emotional intelligence
[04:21] How you do one thing is how you do everything
[4:47] Did you ever see yourself writing a book?
[05:05] Was there a catalyst?
[05:19] I figured if i taught at Harvard that would be enough, it wasn't.
[05:33] Having a book is a game changing moment
[05:47] Now you have black swan group
[07:04] We’re looking for talent now
[07:14] What areas of the business are you serving now that require growth and talent
[07:46] We don't recruit in typical way
[08:25] What are some bad habits
[08:31] Trying to talk first, that’s the biggest problem
[09:12] Gathering information from the other side, by keeping your mouth shut
[09:38] I’m giving free access to resources and materials
[10:26] Labels and mirrors are…
[11:25] Labels are the greatest information device out there
[11:34] We think that the best way to get information is to ask questions
[12:00] Your guard is gonna go up…
[12:24] Minimal encouragers…
[13:16] Whats up everyone I’m Chris Voss
[13:45] Learn about marketing, finances, business development…
[13:52] If you’re looking to connect.
Chris Voss & Alex Quin Power Quotes
“How you do one thing, it’s how you do everything” -Chris Voss
“No deal is better than a bad deal” - Chris Voss
“Podcasts are one of the best platforms to speak about what you're looking for” - Alex Quin