260: The Ultimate Guide to Negotiating (for the Negotiation-Averse) With Former FBI Hostage Negotiator Chris Voss

<p><em>Bank robbers. Terrorists. Motivated sellers.</em>&nbsp;No matter who you’re dealing with, negotiation is vital. As a real estate investor, the question is not&nbsp;<em>if</em>&nbsp;you’ll negotiate but&nbsp;<em>how well will you negotiate</em>—and after this episode, you’ll never negotiate the same again. Today, we’re excited to sit down with&nbsp;<strong>Chris Voss,</strong>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!</p><p>In This Episode We Cover:</p><ul><li>A look at Chris’s&nbsp;<strong>background</strong></li><li>The story of the&nbsp;<strong>bank robbery</strong>&nbsp;in Brooklyn</li><li>What the strategy of&nbsp;<strong>mirroring</strong>&nbsp;is</li><li>What it means when a person doesn’t&nbsp;<strong>give his name</strong></li><li>How to use&nbsp;<strong>listening</strong>&nbsp;as an advanced skill</li><li>Tips for applying negotiation to<strong>&nbsp;business settings</strong></li><li>The role negotiating plays in<strong>&nbsp;real estate</strong></li><li>The thing&nbsp;<strong>more important than the deal</strong>&nbsp;in negotiation</li><li>The secret to&nbsp;<strong>gaining the upper hand</strong>&nbsp;in a negotiation</li><li>Tips for negotiating in a&nbsp;<strong>real estate deal</strong></li><li>The power of&nbsp;<strong>deference</strong></li><li>What you should know about&nbsp;<strong>anchoring</strong></li><li>How to take advantage of&nbsp;<strong>rounds of bargaining</strong></li><li>Why you should consider&nbsp;<strong>odd number pricing</strong></li><li>Why&nbsp;<strong>no</strong>&nbsp;is more powerful than yes</li><li>The&nb