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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