Empathy & The Art of Negotiation, with Chris Voss

“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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[@armanngu]

Just reading the book the moment, it's brilliant, thank you @roland

[@constantmomballa-mbunmi8080]

Excellent questions! I have followed many Chris Voss' interviews and this answered my most nagging question, 'how am I supposed to use these tools if negotiating with somebody who is also using the tools."

[@alexismartinez4225]

Chris Voss is the man💪

[@iVaCay01]

He is a man’s man. Genius

[@NoOneDied]

The face @ 21:11, so good

[@nanzbrown1467]

If you share podcasts on facebook to show value to others in hope they follow and listen..is bringing value ?

[@paulburn4366]

Chris Voss awesome
Roland frasierinvites a guest on then his ego gets in the way

[@Cali_Girl1]

"444" Likes.
That number pops up so often!

[@alexandrevaliquette1941]

Is there somebody who can help me out...
I've tried to hit the "thumbs up" twice and it doesn't work?

[@SkipFreeman-BuildingAutomation]

Is this a trick question? Because if you hit it twice it's activated and then deactivated.

[@alexandrevaliquette1941]

​@@SkipFreeman-BuildingAutomation I just wanna make sure you hit it at least once! Some have forgot!

[@secretsaltshake]

How am I supposed to do that?

[@ctgedrose]

I know I'm just going to seem like a self centered salesman, who just doesn't care about U or anybody else, & super entitled & I think I'm worth more then I ever am IF I have to ask U for a minute of UR time . . .

[@venturini09]

Sorry but if I’m behind the counter and some stranger tells me he’s about to ruin my day it’s an immediate NO. End of discussion.