Chris Voss Interview: How to Never Split The Difference (Plus BONUS Negotiation Strategy)

This is one you CANNOT miss! Lauren Tickner interviews Chris Voss. Chris Voss is best known for his work as the lead hostage negotiator for the FBI and writing the bestselling book “Never Split The Difference”. Lauren and Chris are going to share how you can ensure that you always get the outcome you want, or better.  The negotiation skills you’re going to learn in this episode are going to help you make more money, grow your business, broker bigger deals, and improve the quality of your life overall.

In this episode, you’ll hear: 

- Some of the key lessons Chris Voss has learned from his experience as an FBI hostage negotiator  

- Lauren’s live hostage negotiation role play with Chris  

- How you can practice your tonality and mirroring in order to close more sales over the phone  

- How you can overcome objections on sales calls by understanding the foundational concepts of negotiation and psychology

Time Stamps

0:00 - Introduction 

02:50 - Chris shares a story about a time that he didn’t get the outcome he wanted during a hostage negotiation and what he learned from that failure 

06:15 - The importance of understanding the foundational principles of negotiation and not just negotiation tactics 

07:20 - What content would Chris add to his book, “Never Split The Difference”, if he were to write it again today? 

12:45 - Chris shares 2 of the most important questions you need to ask on sales calls 

17:00 - How Lauren trains her sales team to effectively use doubt when negotiating with prospects 

18:00 - Chris shares how you can practice your tonality in order to close more sales calls 

20:40 - How does Chris stay calm when making high stakes calls and negotiations? 

22:40 - How to keep your negotiation skills sharp through teaching and role play 

25:00 - Lauren and Chris go through a hostage negotiation role play 37:30 - 3 strategies that you can use to negotiate more effectively 

40:50 - Chris Voss - “In any business deal, getting a yes means nothing without a how” 

45:05 - Lauren and Chris role play a sales call - how to overcome objections on a sale call when your prospect says they aren’t able to invest in your offer

Subscribe to Impact School on Spotify: https://open.spotify.com/show/2wJpmySw3FtVe5uvT2kaAR 

Subscribe to Impact School on Apple Podcasts: https://podcasts.apple.com/us/podcast/impact-school-with-lauren-tickner/id1396015659 

► CONNECT WITH LAUREN TICKNER ON SOCIAL MEDIA:

• Instagram: @laurentickner https://www.instagram.com/laurentickner

• LinkedIn: https://www.linkedin.com/in/laurentickner

• Twitter: https://www.twitter.com/laurentickner