Inside the Mind of an FBI Negotiator: Chris Voss Reveals All
Disruptors - A podcast by Rob Moore - Mondays
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Rob is joined by Chris Voss, a former FBI hostage negotiator. Rob uncovers Voss's secrets to reading people, predicting behaviour, and navigating dangerous situations. From hostage crises to boardroom battles, Voss reveals how his techniques can revolutionise your business and personal relationships.
Chris Voss REVEALS:
- Fear of loss is the biggest driver of decision-making, with about 70% accuracy in predicting behaviour changes.
- Empathy is the most effective and lasting way to influence someone, with tactical empathy being a key tool in negotiations.
- There are three types of negotiators globally: assertors, analysts, and accommodators, they are evenly split regardless of demographics.
- Voss advocates for using "no-oriented" questions instead of seeking "yes" answers to achieve more durable responses in negotiations.
- Labels (e.g., "It seems like...") and mirrors (repeating the last 1-3 words) are powerful tools for guiding conversations and gathering information.
- Most lying is defensive and about self-protection, with different types of negotiators having varying views on what constitutes a lie.
- To negotiate a pay raise, consistently demonstrate value beyond your cost to the employer and focus on future contributions.
BEST MOMENTS
"Empathy is really about understanding the other person's patterns first, which means just because you don't, wouldn't do it, doesn't mean you can't understand it."
"You never give up and you can always get smarter. I'm willing to be smarter today than I was yesterday."
"The power of respect for your adversary is kind of an irresistible power. And the other side violates it when you demonstrate respect first."
"People react the same under all circumstances. They're driven by the same thing."
"Behaviour prediction is easy. Like everybody, everybody's driven, driven by patterns." - Chris Voss
"Human beings don't resent bad news. They resent getting caught off guard by bad."
"Understand what it looks like to your employer. You want a raise, you got to be consistently more viable than what they're paying you."
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ABOUT THE HOST
Rob Moore is an author of 9 business books, 5 UK bestsellers, holds 3 world records for public speaking, entrepreneur, property investor, and property educator. Author of the global bestseller “Life Leverage” Host of UK’s No.1 business podcast “The Disruptive Entrepreneur”
“If you don't risk anything, you risk everything”
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