How to Negotiate ANYTHING Like a Pro - The REAL Art of Negotiation with Chris Voss

[@TomFerry]

In this episode we talk about… 1:54 - Who is Chris Voss? 3:13 - Chris shares his 24 years of experience as an FBI negotiator 4:40 - How much time do you have to hold someone’s attention and keep it? Chris opens up about how he negotiated a kidnapping case in Haiti. 10:00 - “All you need to do is know the market and show your knowledge.” 10:46 - Chris talks about how to convince buyers/sellers to choose you over your competitors 11:57 - Find out what’s the sustainable competitive advantage that will set you apart 12:53 - Chris answers your questions and shares how you can negotiate successfully 15:43 - Don’t be mean to people or they might give you decaf 17:16 - Chris shares how to negotiate with people to get on your team and collaborate to solve problems 18:43 - Learn why 20% of your opportunities are fake opportunities 20:06 - Chris tells you how you can avoid those 20% fake opportunities 23:33 - Avoid these sales techniques that turn off potential clients 25:00 - “Focus on how people tell you what they want” 25:41 - Chris spills the beans on how to negotiate successfully through email 30:14 - Know the secret to telling the truth without being confrontational through email 33:12 - “People don’t have time for people who waste their time.” 34:10 - Avoid making your clients wonder when they’ll hear from you by having a playbook of when to call them 37:10 - Discover the 2 reasons why your buyers or sellers have stopped responding to you 40:00 - Chris shares what to say when your clients have stopped responding 42:38 - Pros make their money by being empathetic with EVERYONE - even the clients you don’t like. 44:34 - There’s no irrational client, they just have predictable patterns and learn how to avoid confrontation 47:25 - Chris shares the phrase you need to use when being empathetic with clients and the words to steer clear of 50:52 - Chris provides insightful advice when to walk away from a negotiation with a client 53:10 - Know how to decipher what clients say they want, what they really want and what’s really possible 55:39 - Chris tells you the question you need to ask your clients before doing business with them 57:38 - It’s not about how many deals you’ve done, it’s about establishing yourself as an expert 58:56 - Get ready to deep dive about negotiation tactics at Chris’ Summit keynote 1:00:46 - Learn about the negotiation tactic that applies to being a successful real estate agent 1:02:44 - When you build rapport, you have to be intentional on your voice tone, pacing, and inflection 1:04:48 - Learn how to motivate a buyer to make an offer without giving up negotiation to your seller 1:09:23 - “No matter the circumstances, you’re always working through people to affect the decision makers or deal killers.” 1:14:01 - Chris explains why his son might be an even better negotiator than him. 1:17:50 - Text and subscribe to Chris Voss’ negotiation newsletters and practice his advice

[@zelialadeira756]

it's interesting to learn that life is full of negotiating from being a consultant to a mother or spouse at home. Trust is the best part of the negotiation, by giving your client frequent feedback.

[@3joewj]

Love this guy!!! Lol

[@3joewj]

I just wrote an email to a client ..".have you given up working with me..." Havent heard back in about 5 attempts ( 1 to 2 months) before this...She goes" no we havent found what we want ...keep them coming".. took 2 minutes according to the email for her to respond!! WOW.

[@jasonthieme8926]

Thanks for the breakdown. You earned a new follower today! Love Chris's Voss

[@3joewj]

@@jasonthieme8926 So whataya... wanna do now??"

[@danielhale6479]

HOLY CRAP THIS MAN IS A GENIUS! So, while I'm watching this I tried his tactics on a ghosted customer and had a response back from this within minutes. I'm so buying his book!

[@bmalady]

Its a great book and i use his tactics all the time

[@kittyvontrap6008]

I don't know if this is on purpose, (my first time watching this podcast), but seems like too much cutting off the guest and interjecting by the host.

[@lindasedberry8853]

Get the Book!! Off the chain!

[@Uiuuuuuyuuuh]

Absolute gold dust. I had to 2 clients that were ghosting me and Chris's advice worked brilliantly. Just sent a text asking if they had given up working with me and received a positive response immediately. Love it!

[@cosmicflowdn1197]

@Tom Ferry... without your engagement and questioning Chris Voss's style of conversation would put some to sleep. You balanced that equation, you keep both sides of the brain active for observers. Keep the great work going. Great wealth, wisdom, health and clarity be with you at all times. In fact around 48 minutes into the video I think Chris Voss began to really enjoy the conversation and became more free and loose. For those who care, here you go, you are welcome: 14:45 - ideal times to contact customers in RE. . 17:35- beginning focal point of negotiation regarding the other party favoring you. . 20:06- How to find good long term partners that are not there for unethical usury. . 21:40- How to simply turn down a partner you have cross examined equitably. . 22:10-Two simple things you must ask YOURSELF when seeking business partner. RE or otherwise. . 24:00- 'Yes', is not final. Focus on HOW people tell you things, not WHAT: incite positive emotions in the other party, by asking, this allows them to share more information and build Trust. . 25:45: Less is more. One move at a time. Ancient commerce principle... KISS(Keep it short and simple, learn the art of shutting the fvck up) . 27:10: Emailing- Keep positive impression toward end. Initial positivity brings guard up in the mind.The brain remembers what it observes last. . 30:10- When you have bad news, ask then HOW it can be fixed, be solution oriented. Do not seek or give information, trigger thought toward solution and make comparison of solutions. . 33:00- Your process and everything ought to be geared toward progress. . 33:45- Don't leave your clients in the dark. The unknown brings about fear. Alleviate this from your clients by giving them time frame of when they will hear from you. Even if you simply contact to tell them nothing happens, or if you call just to chat for 30 seconds to update them. They become more involved, more willing to bend to your need. This also builds trust and shows your ethical business dealings. . 38:10- Why people stops responding: 1. No progress, 2. they aren't being listened to, 3. you are doing too much pitching. 4. They simply naturally are losing power and are embarrassed. . 39:20- Solution to people stop responding. . 39:45- Stop pitching, summarize situation from their perspective, by verbalizing their affirmed feelings. THEN stfu. . 40:55- People love to correct, let them do this, it makes them comfortable with you, and they show truthfulness and it teaches you where to take the negotiation to . 41:53- Empathy is all about the other side's perspective, don't limit it to who you only like. This is how you become pro and make money. . 43:00- When the other party is unsettled, show them you understand,Learn to verbatim... ask them.. ''what do you want to do now''... Empathy. If it does not work. learn to move on. It is commerce and business. . 44:14- What we consider rationality is just our own opinion and is subject to each parties conditioning of what rationality is, or is not. Don't rely on your perception of what you think rationality is. Instead, look for PATTERNS based on what they care about. Everyone has predictable patterns. . 45:45- What is empathy in negotiation.... the other parties perception, and NOTHING TO DO WITH REALITY. Use the tool. . 47:15- What to do when you fvcked up a deal. Be forthcoming by way of the other parties perspective, without retaining liability. . 48:00- You dont have to have compassion to express it and utilize it. . 48:20- there is a fine line between manipulating and utilizing compassion. . 48:50- Know that your clients do not want to know you are sorry, because it is not solution oriented. Use 'you' less, it is a conversational jab. pronouns and personifications can be easily misunderstood..... basically language is a motherfvcker. . 51:25- Walk away from good deals with bad people. The people involved will screw it up for you sooner or later, no matter how good the deal may appear. . 52:20- Everyone is always holding something back because it will influence outcome. Always know that, and always seek to assit the other party get that out. . 53:25: Be in-differential. This allows the hidden to be revealed. Often the other party knows something they are not aware is actually important. . 54:00- Body language is useless where the other party is unaware of certain underlying substance in a conversation. So focus on YOUR OWN ability to LISTEN AND PROCESS information. . 55:30- Ask questions with a genuine tone of voice.... slowly... pause.... continue. . 56:50- it is not how many deals you have done, it is how good you are at it. . 57:24- People rely on experts first before sales people. . 1:00:10- Situation drives strategy... so hear them out.. LISTEN TO THEM!!! It calms them out very fast and built trust. . 1:01:25- Your clients also have learning curve, listening t them assist this learning curve to favor you. . 1:04:30- Scarcity drives decisions in everything. It will motivate your clients. BUT don't use it carelessly, people will push back. N prudent. . 1:05:35- Empathy precedes assertion/assertiveness. Contrary to mundane view of confidence or being alpha....Tactical empathy makes you more assertive. Be wise, this is business. . 1:08:20- When you use fear of loss and scarcity, you must first understand what they need. . 1:09:00- Be uniform in intent with your counterparts. Use genuine curiosity to express your points, via tone of voice. . 1:11:30- make your move one at a time. Chess is a bad analogy for negotiation. Negotiations are web of attention based on decision making. The board is highly mutable. Don't be naive in a negotiation. . 1:17:30- Paraphrase other sides perspective and reaction BEFORE revealing yours.. practice it, and you will see how much thier precocious mind likes your conscious actions. Overall- Pay attention to personalized keywords used by the other party, and be true to your own self. My personal opinion: 1. Learn how hypnosis works, and you'd be comfortable with 'negotiation'. It is used against you everyday, you should know how to negate it's negative effects (There are those who use it positively -very few-, it's a double edge sword) and utilize it ethically. . 2. Leann to slow down and think as you speak, you don't have to rush things to come across as competent. Speaking fast doesn't make you smart.. I mean listen to Chriss Voss... look at the dude... he looks high the whole time and speaks as though he is high.... ssllllooowwww ddooooowwwwnnnn. . 3. Breath, pay close attention to successful people when they speak.. they breath in....... ALOT before speaking.. Your breath is pure life force you pull information ...literally from the air... Use it.. It is well known in the ancient world and currently... It is an in built tool you have easy access to. Use.

[@maribethcondrillon1079]

uh my lord, my experience is surprising again, I'm going through the hole of the needle, please, we didn't talk personally about the negotiations, that's Buss, although you listened to me, you seem to have put me in a difficult situation, I know if you're smart, I'd like to talk privately thank you have anice day One Word

[@maribethcondrillon1079]

I dont wanna die please i have more children

[@pjt3887]

I could listen to Mr.Voss for days off n end. Such a huge source of information about human interaction. His voice and ability to lead with tone and tempo is top notch! I'm constantly annoyed that people don't listen!!!! Shut up and let them talk. It works great on dates too. People tell on themselves all the time.

[@jonatancordoba7984]

You know Chris Voss is a really interesting person when in every interview he has there's people complaining about not letting him talk enough.

[@SpencerBMcDuffy]

This is the best book that I have read in the last 3 years. Chris Voss is amazing.

[@nickwassenaar680]

Until I read the comments, I did not notice Tom's 'interruptions' since I listen to such a high volume of podcasts. To start, you have to understand the difference between a freeform podcast and a 60 Minutes interview on CBS on Sunday night. At a minimum I listen to 2-3 per day, and specifically love to learn methods of experts in different fields and find commonalities. I found a vast amount of value in this video and will be listening to both of you more often!

[@rodrich1644]

Nobody cares what you know until they know that you care. Great show!

[@EasyPoolMastery]

WOW! I litterally had a client ghost me for 2 months after I dropped off $1,500ish worth of product to install. I tried to get ahold of him many times with no results. I texted the suggested "have you given up on working with me?" I got a text back in less than 3 min.

[@jasonthieme8926]

This one email subject line is a game changer

[@bettygee5031]

Hello Group and Leader. I am enjoying the energy that this you tube is passing on to me. The best.

[@remy1nation]

This is the best Tom Ferry interview and the best Voss interview I have found and Im always looking. Great job guys

[@NickDMullins]

There are some terrible Chris voss interviews out there.

[@Joshua_Henderson]

I love Mr. Voss, but after slogging through 18 minutes of the host's "yeahs", "mmhmms", and other interjections, there was no way I could finish.

[@ShaneHummus]

If you are a good negotiator that would cut a lot of your expenses for your company or gain more upper hand when it comes to deals. Learn to negotiate and to talk persuasively.

[@TheDudster369]

Wish you didn't cut him off while he was going over avoiding the "I'm sorry" manipulation, he was going somewhere with that!

[@artmelnikov6504]

I know, right. Let the guy speak. Geez, what is up with constant 2 cents?

[@TheDudster369]

@@artmelnikov6504 Tom Ferry is on the hyper end. And they probably had a time limit but still. Everything Chris says should be heard and it was something I hadn't heard him go over before.

[@lewskaanen812]

With a statement like "I'm sorry you feel I let you down" what the other person hears in their head is - you're wrong - I feel sorry for you (for being wrong) 1. It's not an actual apology. If it were, that would be fine. 2. It's not empathy (understanding). 3. It is, at best, an expression of sympathy (pity), and only bums want to be pitied. Likely without even realizing it, it's essentially calling them a bum. 4. Manipulators use this, clumsily, to be condescending.

[@lauri-jol.kotzen5802]

I could listen to Chris all day long. Thanks for bringing him on Tom!!

[@CarringtonZane]

Thank you

[@nietzschesmuse]

Chris Voss is the most charming American alive.

[@victorthai250]

Dude you gotta stop interrupting this genius

[@reknirbecurb]

I saw your comment and I just moved on, thx

[@game301]

Thank you. This was the comment I came for. That, and please watch how much you say "yup" "mhm" or whatever over and over while Chris talks. We get it, you agree.

[@jack-n-the-bots2926]

Yeah. Really annoying

[@zeitgeistrat]

Yep, uhhum

[@jaylenfrank]

Grand risings. Amazing how instantly one can feel that. Lol.

[@issacvaldivia7018]

Love this guys voice sounds like he’s smooth slick talker

[@MaiKai_Makena_Property_Advisor]

Best fucking comment ever. GOAT 🐐 Tom says all the money 💰 in Real Estate is made before 8am after 5pm and all weekend long. Drop the MIC 🎙 this man makes sense. BEYOND A TRUE STATEMENT ⚡️⚡️⚡️⚡️⚡️⚡️⚡️⚡️🙌 @tomferry

[@MistressGweneth]

Great! I’m a dominatrix. This is soooo valuable. Adore Chris Voss

[@Bobdulio]

Who cares?

[@simongoode7025]

I don’t know who you are Tom, but I wish you’d learn to be a little more facilitative in the interview (ironically, you could use some of the things Chris was talking about - mirroring, better open-ended questions). Nevertheless thanks for putting it up and organising more of Chris’ content in a different context.

[@xxyz321]

Dude...this is the Worst interview I’ve seen in a long time! I don’t normally comment on these videos but I have to tell you I’ve watched countless of Chris Voss interviews and if you could just be quiet, stop interrupting, give less bingo-yea yea yea-right right, and allow him to answer the question... he would have given you so much more.

[@psyrixx]

Just finished reading this -- incredible book! Working on implementing some of these and practicing improving my negotiation skills. Thanks Tom and Chris! Great to see you speak in Lafayette, Tom - let me know next time you're in town and let's grab a coffee.

[@crikeymos22]

I have never been able to follow his stand up Lectures. Or at least he hadn’t convinced me of how I could use the information. This is much much better and think I will buy the audible book after listening to this.

[@ronniehall360]

This need 10x the amount of views, incredible information!

[@chicagorealtorDiana]

Absolutely love this episode, Tom! So much valuable information. Can't wait for the Summit!!

[@markbaarsbergen36]

Great great great show. Read the book twice by the way. Still making notes during this show, just love it!

[@thesuesmithteam3343]

My Father is retired FBI - I loved this segment, and found it helpful and fascinating! Thank you!

[@ArtWolfStudio]

Great stuff in here. Chris is a master negotiator with a great sense of humor. This qualities have to come together when you are on the field. Top class.

[@dsweaponx]

Love listening to Chris but this video is almost unwatchable with this host interrupting and saying "yeah" every five seconds..give me a break dude. Ruined it.

[@babycakes8434]

Agreed. Like the host knows better everything that transpired with Chris Voss. Annoying! @dsweaponx

[@JayMcHughappreciationexpert]

Chris is awesome.......

[@equilakos1601]

Tom, i understand you're trying to make an informative and interesting video about an important topic for people to watch and enjoy. You seem really passionate about your work and you want to show people that you interview that you're following them and distill the information for the audience. But i really want to hear what your interviewee has to say without interruptions. So how can we make that work?

[@sdwalker333]

The interviewer here should shut up, listen, and let Chris drop them k knowledge bombs...

[@avengerdogs]

The other guy almost ruin my experience, just talking irrelevant things

[@thequeenofwitches7943]

@@avengerdogs Yes and pointing his finger at Chris.

[@alisdairlivingstone8772]

Great interviewers have a talent called listening. Not a skill Tom Ferry has demonstrated here... To busy thinking about his own ego no doubt.

[@localstrangeness]

I think I needed to know those answers from the sales perspective.

[@simongoode7025]

“I’m sorry about how this information makes you feel” god dude, glad you’re not my agent.

[@amospan14]

1 hour and 19 minutes of pure gold. Thank you Chris. Thank you Tom.

[@iAmDocCid]

Just in the first 15 minutes, GOLD

[@melissalawrence8050]

This was absolutely priceless. Such valuable information. Thank you so much! This is a MUST listen podcast.

[@diesel2x]

I’m here for Chris, not for Tom

[@bemacoul690]

Imagination at 1:08:24 now u driving their feel bro stronger.

[@AshtonColemanMiamiBeach]

Tom, thanks so much for the value! Every now and then, you bring in a heavy hitter such as CV. I keep ffwd to min.40 to implement and it is ALL so good.👊😎

[@ChristopherShawnShaw]

You have a great voice, Tom!

[@TheSteveHouckTeam]

As a Real Estate Broker, I eat up everything Chris Voss says. Every day, we negotiate, but not quite on the level he does

[@timehooper]

Great insights - loving this book!

[@jonathandilin5301]

This was extremely insightful.

[@thionne]

Thank you so much for sharing this content.

[@israelrivera835]

Riveting interview; I'm happy I watched & listened to it attentively & completely!

[@TomFerry]

glad you enjoyed it!

[@ruhap9311]

He's in the zone, it could be someone you hate, it could be your ex wife... Perfect.

[@Jbelovedson]

This was very insightful. I will have to add Chris Voss on my wishlist. Is Chris’ book in audio format?

[@zaph1rax]

You can get it in any format you like. I would recommend it on Amazon Kindle and Audible.

[@SamanthaH]

Just got the audiobook on audible!!

[@javandisla560]

Amazing interview! Came up on my suggestions right after I finished his book! Thank you

[@samp.a.3445]

Wow! Holy Cow! Potent!

[@johnconcerto8721]

12 minutes in and I feel like this really could be life changing stuff. I’m getting the book after the podcast

[@DavidDemangos]

I believe this is one of the best episodes in the last year...

[@TomFerry]

David Demangos thanks D! He’s pretty rad!

[@lillyp527]

He’s phenomenal. What an awesome interview.

[@TechOutAdam]

19:32 "They gonna go with the brother in law anyway." Whew. Boy oh boy. How many of y'all felt that stab in the chest? Come on I can't be the only one.

[@pacibaco]

Yes yes YES !!! I’ve lost by that default setting many times !!!

[@NicoleLechowicz]

Its ALL sport my dudes! Laugh it off. 😎🤘🏼😎

[@claudiavilato8215]

Love it. I need to internalize this

[@lajoiedevivre2]

Tom that was an excellent show! You are a master host. Thank you so much for such a captivating episode!

[@pigsfly4u664]

I didn’t even know I needed this until I pressed play. Wow!

[@karengates925]

Being human is where it is at and it was right here thanks to Chriss. So glad that I made this a priority. Thank you!

[@donaldbreck1664]

Great Value. Thanks!!!

[@inventorefficiency]

25:41 "If your were playing chess via e-mail, would you put your next seven moves in an e-mail?"

[@AlexPerez-dn9be]

Tom you did great. Dont worry about the negative comments people dont realize that life is nothing but lessons

[@janicenagao7409]

TOM, thank you for this interview !!!

[@murphyrp01]

Thanks for this video. I have bought Chris’s book and can’t get enough of him.

[@JesseWilloughby]

So. Much. Gold. In this episode. Thank You!

[@WinterSoldier100]

There is soo much Gold in this interview.

[@IAmJeffDouglas]

Excellent Podcast. Great questions and solutions to real world situations. Chris' book is excellent. Read it a few times

[@roadhogg74]

In this episode we interrupt about everything, always ...because we can, despite this thanks for the upload!

[@LinYouToo]

Great job guys. I’m gonna have to watch all over again. So much good stuff.

[@jaredwhite571]

Is the a plane flying by at 30:43...producer of this video is masterful.

[@janebobo1099]

Great information. Now the hard work starts implementing what Chris teaches.

[@thesinglemomsurvivalchanne6731]

Love ya @chrisvoss. Learning so much from you!

[@vethisgames6155]

Anytime Chris is explaining an amazing point. mm-hmm, yeah, mm-hmm, yep, wave hands, push up glasses, mm-hmm, push up glasses, yep, say that again, mm-hmm, yes, wave hands, yeah, mm-hmm, mm-hmm, yep... "I think the overarching thing here is listen" 54:36

[@MT-cy4fg]

Way too many “ya yuh mmhmm ya yup mmhmm yes” better off just let the guy talk

[@pollux3308]

Bingo

[@DeHavenRanch]

This is great. He's like Liam Neeson in Taken and Christopher Walken mixed.

[@jt2kool]

I would love to role play negotiation with mr Voss!

[@theforg8014]

Love Chris Voss. I could barely read his name on the banner. His name should be headlined!!!!! Luck I recognized his face

[@NicoleLechowicz]

I literally saw Chris’s face, with Tom, and screeeeee! Real estate sales and Voss?! Dude. I took Chris’s MasterClass.

[@MonaLisa-mx7dh]

Just ordered the book . Wow simply Amazing .I will dissect each sentence so powerful so deep.i know I will cherish the book. .

[@KickinxDopexJets]

Great stuff, picking up that book

[@BLACKMONGOOSE13]

Couldn't stop watching the bug on the glass behind them.

[@therealbronxilla]

A lot of great knowledge provided by Voss but I agree with the criticisms about the interviewer. He seems to cut Voss off so many times just when he was going to provide another insightful gem, which then turns into an answer to the interviewer's own usually mundane observation.

[@sonnyh9774]

First impression of Voss... fake smile... painfully fake. Good info. Probing and insightful interview. "Keeps it real". Good show. Subscribed.

[@littlejoan7473]

Very good interview with Chris Voss once I put a notebook on my screen over Tom Ferry. So much nervous distraction going on from the host, flipping his hands around and waving papers.

[@marko6489]

1:06:24 emotional anchoring + loss aversion

[@hayleygilks7052]

Loved this, what an insightful guy. Just bought the Kindle book. I split the difference twice last week!!!!

[@jenniferhizzy6591]

This guy is Amazeballs

[@labronewalker7523]

Chris can never do an interview without getting terribly interrupted

[@thatfloridarealtor6084]

This is amazing!! Ultimately the most informative and helpful video that I have watched in a while thank you very much!

[@Jpsalm91]

Would substituting the word assume with speculation be just as helpful?

[@dancruzrealestate]

From many readings the only word suggested is - hypothesis

[@MaiKai_Makena_Property_Advisor]

Chris Voss is a “G” ⚡️⚡️⚡️

[@rhpropertitv2018]

Thank you Tom. This is GOLD

[@arashvincenazari7705]

Tom your so irritating, instead of trying to regurgitate a master, you should have just kept quiet, and stepped in when Chris was finished speaking•

[@Silirion]

Thats a Good observation that could help a lot. Im going to sound like an ass now, but Id like to Ask you How you would relate that observation in a non-confrontationa and helpful way so that Tom Would feel inclined to change His behavior after reading this?

[@fitnesssoup7553]

The yes’s, yep’s, uhhu’s, etc are too frequently used.

[@Joles789]

I have seen longer 15 minute videos ! Tom YOUR empathy and connection with the host is a classic demonstration of what Chris is teaching and that makes this podcast viewing such a wonderful exercise !

[@NicoleFerrisCB]

Hi Derek, can you please do a video of you talking to buyers about the new buyer agreements over the phone?

[@petercomitini]

Best TF podcast I've seen, brilliant stuff

[@hoangvinhluxhome5067]

i'm reading this book right now LOL>>. Appreciate you sir.

[@bemacoul690]

It depend on what you focus on, ppl focus thing make them feel pleasureble

[@leewynn7053]

Greetings my good friends, is it me or does this guy sound and look like Chris Walken... I was sold from the start; keep it coming...