Chris Voss Explains Why 'Yes' Can Derail Negotiations

Have you ever considered the paradox that a simple "YES" could potentially derail a negotiation? Or pondered the tactics required to secure your dream home at its listing price? This is an episode Frank recorded on his Norwegian show a while back, we delve into the fascinating world of negotiation with Chris Voss, a master of the craft with 24 years of experience at the FBI. Voss's tenure as a hostage negotiator has seen him confront a spectrum of adversaries, from bank robbers to terrorists, shaping him into the FBI's premier international kidnapping negotiator and a pivotal figure in crafting the negotiation strategies employed by both the FBI and CIA. Recognized globally as a pinnacle of negotiation excellence, Chris Voss founded The Black Swan Group, a consultancy renowned for its expertise in guiding Fortune 500 companies through the labyrinth of complex negotiations. Beyond his consultancy, Voss has imparted his wisdom across prestigious business schools such as the University of Southern California Marshall School of Business, Georgetown University McDonough School of Business, Harvard University, MIT Sloan School of Management, and Northwestern University Kellogg School of Management. His profound insights into negotiation dynamics are encapsulated in his 2016 publication, "Never Split the Difference." Today's episode unpacks a treasure trove of negotiation wisdom, including:

• The counter-intuitive reason why "YES" might not always be the outcome you desire.
• The essential traits that define a successful negotiator.
• Practical strategies to clinch your dream home at the desired price.
• Insights into why the word "WHY" might not serve you well in uncovering true motivations.
• An exploration of the three distinct personality types encountered in negotiations.
• A spotlight on Chris Voss's favored negotiation technique.
• The universal negotiability principle—understanding that everything is up for negotiation.
• And much more, designed to refine your negotiation skills and strategic thinking.

Enjoy!