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Negotiating As If Your Life Depended on It with FBI Veteran of 24 Years Chris Voss

October 23, 2016

Chris Voss is the author of Never Split The Difference: Negotiating As If Your Life Depended On It and the Founder/CEO of the Black Swan Group. A 24-year veteran of the FBI, he retired as their lead international kidnapping negotiator. His company solves business communication problems with hostage negotiation solutions.

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Resources Mentioned:

  • Your Big Idea: Successful Entrepreneurs have One Big Idea. Follow JLD’s FREE training & you’ll discover Your Big Idea in less than an hour!
  • Audible – Get a FREE Audiobook & 30 day trial if you’re not currently a member!
  • Hubspot – Chris’ business resource
  • Never Split the Difference: Negotiating as if Your Life Depended on It – Chris’ book
  • The Black Swan Group – Chris’ website
  • The Freedom Journal – Set and Accomplish your #1 goal in 100 days!

3 Key Points:

  1. No deal is better than a bad deal.
  2. Never say YES if you haven’t ironed out the HOW.
  3. When it comes to negotiating, don’t obsess over dollars and cents.

Sponsors

  • Northeastern U: Northeastern University’s D’Amore McKim School of Business offers the master’s degree for corporate entrepreneurs and is now accepting applications for its January cohort of online Innovation students!
  • Clear: The best way to get through the airport! Get your first 2 months of Clear for FREE. Visit clearme.com and use code EOFIRE!

Time Stamped Show Notes

(click the time stamp to jump directly to that point in the episode.)

  • [01:09] – Lived in New York for 14 years and now teaches business negotiation
  • [01:48] – Value Bomb Drop: Stop trying to get people to say yes, get people to say no
  • [03:00] – What is something you’ve changed your mind about in the last 6 months? Learning lessons the hard way
  • [04:01] – Worst Entrepreneurial Moment: I was over-confident and a lucrative contract became 3 years of pain
  • [05:38] – Take yourself hostage in every business deal, if you don’t, you’ll never figure out how to make the deal on YOUR terms
  • [05:51] – No deal is better than a bad deal and a YES is nothing without a HOW
  • [06:40] – Entrepreneurial AH–HA Moment: Being a tough negotiator and maximizing your dollars generally don’t mesh well
    • [08:26] – Tactical empathy
    • [08:41] – Chris’ application of tactical empathy outside Harvard
    • [09:28] – Donald Trump is the trump
  • [10:08] – What is your biggest weakness as an entrepreneur? My ability to project holds me back
  • [11:30] – What is your biggest strength? My credibility
  • [12:11] – What is the one thing you are most FIRED up about today? Spreading the Black Swan gospel
  • [15:20] – The Lightning Round
    • What was holding you back from becoming an entrepreneur? – “The government turning me loose”
    • What’s the best piece of advice you’ve ever received? – “Have zero expectations”
    • What’s the personal habit that contributes to your success? “Relentlessness and the desire to just go after it”
    • Share an internet resource, like Evernote, with Fire Nation – Hubspot
  • [17:58] – Chris’ website
  • [18:30] – Parting piece of guidance: “Stay true to who you are”

Killer Resources!

1) The Common Path to Uncommon Success: JLD’s 1st traditionally published book! Over 3000 interviews with the world’s most successful Entrepreneurs compiled into a 17-step roadmap to financial freedom and fulfillment!

2) Free Podcast Course: Learn from JLD how to create and launch your podcast!

3) Podcasters’ Paradise: The #1 podcasting community in the world!

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