#GaryNoesner is the former head of the FBI's National Crisis Unit. He was responsible for 350 FBI negotiators worldwide resolving kidnappings, robberies, prison riots, dealing with terrorists, disgruntled employees or military veterans with guns. I interviewed Gary to learn what makes a great negotiator and how to take the skills he learned and taught at the FBI in the context of high-stakes business negotiations.
We explore cause and effect, motivation and thinking, teamwork, planning, research, preparation, the importance of understanding the differences between what you can and can't control, why it's crucial to keep your head when the pressure is on and why role play is so essential.
I asked Gary what makes a good crisis negotiator. The qualities that make a good FBI negotiator are the same as the qualities that make a strong commercial negotiator. Good self control, being a good listener, being someone who sincerely wants to help someone get out of a bad situation but what he said all great negotiators have in common will probably surprise you.
We explore the psychology of negotiation, the challenges of negotiating through 3rd parties (think #channelsales / #agencysales or working with internal champions to sell into an enterprise where you don't have access to the ultimate decision makers or a committee) when the stakes are high.
In the final section Gary and I discuss what he is wrestling with and this opens up a really fascinating discussion about the distorted power of labelling, partisanship and the danger of cult-like figures in our political and social arenas.
Gary is semi-retired now but available for key note speeches and will bring some fresh perspective to any sales or leadership kick off.
#negotiation #negotiator #crisisnegotiation #commercialnegotiation #negotiationtraining #negotiationinstruction
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