Chris 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.

Subscribe to EOFire

Apple | Google | Spotify | Stitcher | iHeart

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

2) Your Big Idea: Follow JLD’s FREE training & you’ll discover Your Big Idea in less than an hour!

3) Funnel On Fire: Learn how to create a funnel that converts!

Subscribe to EOFire!