BiggerPockets Real Estate Podcast

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

Bank robbers. Terrorists. Motivated sellers. No matter who you’re dealing with, negotiation is vital. As a real estate investor, the question is not if you’ll negotiate but how well will you negotiate—and after this episode, you’ll never negotiate the same again. Today, we’re excited to sit down with Chris Voss,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! In This Episode We Cover:A look at Chris’s backgroundThe story of the bank robbery in BrooklynWhat the strategy of mirroring isWhat it means when a person doesn’t give his nameHow to use listening as an advanced skillTips for applying negotiation to business settingsThe role negotiating plays in real estateThe thing more important than the deal in negotiationThe secret to gaining the upper hand in a negotiationTips for negotiating in a real estate dealThe power of deferenceWhat you should know about anchoringHow to take advantage of rounds of bargainingWhy you should consider odd number pricingWhy no is more powerful than yesThe learning curve for this skillAnd SO much more!Links from the ShowBiggerPockets ForumsBiggerPockets Podcast 259: Old-School Investing Wisdom from 60+ Years with Mike AndersonEric Barker’s BlogBiggerPockets Podcast 256: The Surprising (Scientific) Truth Behind What Makes You Successful with Eric BarkerBooks Mentioned in this ShowRich Dad Poor Dad by Robert KiyosakiNever Eat Alone by Keith FerrazziNever Split the Difference by Chris VossThe 7 Habits of Highly Effective People by Stephen CoveyGetting to Yes by Roger FisherThe Rise of Superman by Steven KotlerU2 by U2 by U2 & Neil McCormickTweetable Topics:“If you want big stakes results, you need to practice in low stakes negotiation.” (Tweet This!)“The last impression is a lasting impression.” (Tweet This!)“There’s always something in a negotiation for everybody that is more important than actually making a deal.” (Tweet This!)“You get what you want by hearing the other side out.” (Tweet This!)“The secret to gaining the upper hand in a negotiation is giving the other side the illusion of control.” (Tweet This!)Connect with ChrisChris’s Newsletter


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