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“Great negotiation is about great collaboration.” - Chris Voss
Today Roland talks with Chris Voss, who was formerly the FBI’s lead international kidnapping negotiator. He’s also an American businessman, author, academic, and CEO of The Black Swan Group. Roland tells the story of being on Safari, trying to close on a huge deal over a satellite phone, but with Chris Voss’s influential book on Negotiating in hand. It made all the difference.
If you’re ever making deals, negotiating, advocating for your business, clients, team, or family, this is a great episode. But even more relevant at a time like this (2020) is if you’re ever stalling, procrastinating, frozen by fear, and locked into a negative mindset; Chris also talks about the power of negotiating with yourself.
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PULLED QUOTES from this video
“Empathy is not agreement. It’s not at all. You don’t even have to like the other side to be able to exercise empathy with them.”
“When you say to somebody, how am I supposed to do that? And you say it, not in an accusatory way, but, you know, in a deferential way, because there’s great power in deference- it makes them look at you and see you as a human being. See your situation and rethink what they’re doing."
“The identification of a negative emotion diffuses that emotion in the most effective way, not the denial of the negative emotion, but the identification of it.”
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