E219: Mastering Negotiation: Finding The Important Person in The Room – Chris Voss

<p>If you haven’t listened to this episode yet, we recommend going back to the archives and listening to it in full. But before that, check out this highlight from the Best Of master negotiator Chris Voss. Find out more about our investing opportunities here 👉 www.vonfinch.com/invest 👈</p><p>Chris Voss is a businessman, academic, former FBI negotiator, and author of the book <i>Never Split the Difference: Negotiating As If Your Life Depended On It. </i>We’ve learned a lot of great tips from him on our full interview with him way back in Episode 205, so much so that we’re already bringing back a snippet from the episode that teaches us, essentially, what negotiation is all about.</p><p>Listen as we talk about how to figure out who’s the decision-maker in a room, how to apply dynamic silence in a conversation, and how to build a relationship without necessarily relying on rapport. Moreover, Chris teaches us when we need to just </p><p><i>stop talking </i></p><p>in a conversation—both in your personal and business life.</p><p> </p><p><strong>KEY TAKEAWAYS</strong></p><p>1. When negotiating, the person doing most of the talking may not be the most important person in the room.</p><p>2. Paraphrasing is a good way to make other people feel heard.</p><p>3. Apply dynamic silence. Let the conversation hang for a bit, then let the other person fill the silence.</p><p>4. Rapport is great, but it’s not always necessary nor the most important step in building a relationship.</p><p> </p><p><strong>LINKS</strong></p><p>Black Swan Official Website: <a href="https://www.blackswanltd.com/our-team/chris-voss">https://www.blackswanltd.com/our-team/chris-voss</a></p><p>Never Split the Difference: Negotiating As If Your Life Depended On It on Amazon: </p><p><a href="https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805">https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805</a></p>