You've been taught that YES means you won. Chris Voss says it's usually the moment you get played.
The former lead FBI international kidnapping negotiator built a career proving the opposite of what most of us believe about persuasion. NO isn't rejection. It's the moment the real conversation starts. YES, more often than not, is a counterfeit answer people give just to get you off the phone.
Voss is the founder of The Black Swan Group and the author of Never Split the Difference, and in this conversation he breaks down the exact language that turns a stuck negotiation into a done deal. You'll hear the calibrated questions he used to save hostages, and the same questions people are now using in boardrooms and car dealerships.
He also gets specific. What to say when someone dismisses your price. How to ask for an upgrade without ever demanding one. Why the words you choose in the first nine minutes of any conversation decide how the rest of it goes.
This one will change how you hear the word NO for the rest of your life.
Chris’ Books:
<a href="https://amzn.to/4o8LKCZ" target="_blank" rel="noopener noreferrer">The Full Fee Agent</a>
<a href="https://amzn.to/3KeaSuh" target="_blank" rel="noopener noreferrer">Empathy and Understanding In Business</a>
<a href="https://amzn.to/45frybE" target="_blank" rel="noopener noreferrer">Never Split the Difference: Negotiating As If Your Life Depended On It</a>
In this episode you will:
<ul>
 <li>Learn why a fast YES is usually a fake yes and how to spot it in real time</li>
 <li>Discover the calibrated question format Chris used in real FBI hostage negotiations</li>
 <li>Overcome the instinct to fear a NO and use it to move the conversation forward</li>
 <li>Recognize the accusations audit and how naming objections before they're raised disarms them</li>
 <li>Build a simple script for getting upgrades, discounts, and better deals anywhere</li>
</ul>
For more information go to <a href="https://lewishowes.com/1967" target="_blank" rel="noopener noreferrer">https://lewishowes.com/1967</a>
<a href="https://lewishowes.com/more" target="_blank" rel="noopener noreferrer">More SOG episodes we think you’ll love!</a>
<a href="https://lewishowes.com/follow" target="_blank">Get More From Lewis!</a> Hosted by Simplecast, an AdsWizz company. See <a href="https://pcm.adswizz.com">pcm.adswizz.com</a> for information about our collection and use of personal data for advertising.

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