260: The Ultimate Guide to Negotiating (for the Negotiation-Averse) With Former FBI Hostage Negotiator Chris Voss

Bank robbers. Terrorists. Motivated sellers. No matter who you’re dealing with, negotiation is vital. As a real estate investor, the question is not if you’ll negotiate but how well will you negotiate—and after this episode, you’ll never negotiate the same again. Today, we’re excited to sit down with Chris Voss,former head of the FBI’s Hostage Negotiation Team and author of Never Split the Difference, to learn the stories, strategies, and tactics gleaned from decades of negotiating with the world’s most dangerous criminals. Then, we delve into how these lessons can help you in your own business and life. This show is a ton of fun and full of actionable tips that will instantly make you a better negotiator—whether sparring with your child, a buyer or seller, or a terrorist holding your family for ransom!

In This Episode We Cover:

A look at Chris’s background

The story of the bank robbery in Brooklyn

What the strategy of mirroring is

What it means when a person doesn’t give his name

How to use listening as an advanced skill

Tips for applying negotiation to business settings

The role negotiating plays in real estate

The thing more important than the deal in negotiation

The secret to gaining the upper hand in a negotiation

Tips for negotiating in a real estate deal

The power of deference

What you should know about anchoring

How to take advantage of rounds of bargaining

Why you should consider odd number pricing

Why no is more powerful than yes

The learning curve for this skill

And SO much more!

Links from the Show

BiggerPockets Forums

BiggerPockets Podcast 259: Old-School Investing Wisdom from 60+ Years with Mike Anderson

Eric Barker’s Blog

BiggerPockets Podcast 256: The Surprising (Scientific) Truth Behind What Makes You Successful with Eric Barker

Books Mentioned in this Show

Rich Dad Poor Dad by Robert Kiyosaki

Never Eat Alone by Keith Ferrazzi

Never Split the Difference by Chris Voss

The 7 Habits of Highly Effective People by Stephen Covey

Getting to Yes by Roger Fisher

The Rise of Superman by Steven Kotler

U2 by U2 by U2 & Neil McCormick

Tweetable Topics:

“If you want big stakes results, you need to practice in low stakes negotiation.” (Tweet This!)

“The last impression is a lasting impression.” (Tweet This!)

“There’s always something in a negotiation for everybody that is more important than actually making a deal.” (Tweet This!)

“You get what you want by hearing the other side out.” (Tweet This!)

“The secret to gaining the upper hand in a negotiation is giving the other side the illusion of control.” (Tweet This!)

Connect with Chris

Chris’s Newsletter

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