Chris Voss
World's #1 Negotiation Coach, Bestselling Author - CEO at The Black Swan Group, Ltd
“Hostage negotiators are the ultimate cold callers,” Chris Voss says. Anyone wanting to learn how to negotiate should take time to read or listen to his work.
Chris Voss' work as an FBI negotiator wouldn't seem to be congruent with business efforts we run into day to day, or at least we'd hope not.
Anyone who has been on a cold call or a high-stakes business negotiation might come to find there's be reasons to understand his approach. He explains that when the other person picks up the phone there’s two things they don’t know about you: who you are and what you want. If you can take one of those questions away in the first three seconds, you’ve bought yourself time for what you want to accomplish.
"Kidnappers are just businessmen trying to get the best price", and he's not wrong. Whether you are negotiating terroristic threats or trying to make a sale, the approach can be the same. Anyone wanting to effectively buy time in a conversation to understand the needs of the other side, and get to a mutually beneficial deal, will want to take notes on Chris Voss' style.
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