Former FBI Lead Hostage Negotiator on B2B Sales Negotiations

In this episode, Chris Voss, a world-renowned negotiation expert and former FBI negotiator, joins us to discuss the art of negotiation, particularly in the realm of complex B2B deals.

Key takeaways include:

Power of 'No': Learn how saying 'no' can be more effective than the usual push for 'yes' in negotiations.

Tactical Empathy: Discover how understanding emotions plays a crucial role in successful negotiations.

Navigating Unforeseen Challenges: Chris explains how to deal with unexpected 'Black Swans' in business deals.

Long-Term Relationship Building: Insights into fostering sustainable business partnerships.

Calibrated Questions: Mastering the art of asking the right questions to steer negotiations in your favour.