Podcast
Questions and Answers
Who is the host of the BiggerPockets podcast in Show 260?
Who is the host of the BiggerPockets podcast in Show 260?
- Scott Trench (correct)
- A plant
- Brandon Turner
- Chewbacca
What is the main focus of the BiggerPockets podcast mentioned in the text?
What is the main focus of the BiggerPockets podcast mentioned in the text?
- Cooking recipes
- Horticulture
- Real estate investing (correct)
- Fitness routines
What do one to two-thirds of people running across typically want?
What do one to two-thirds of people running across typically want?
- To be ignored
- To sign a contract
- To be heard (correct)
- A financial deal
What does Brandon have behind him in his office?
What does Brandon have behind him in his office?
What does Brandon jokingly say Scott is missing in his office?
What does Brandon jokingly say Scott is missing in his office?
What is the podcast host's response when asked if he has a plant?
What is the podcast host's response when asked if he has a plant?
What is the main topic of the podcast mentioned in the text?
What is the main topic of the podcast mentioned in the text?
What does Scott recommend doing in three conversations as a Quick Tip?
What does Scott recommend doing in three conversations as a Quick Tip?
Why does Brandon mention a mock negotiation with Chris Voss?
Why does Brandon mention a mock negotiation with Chris Voss?
What is the name of the book that Chris Voss authored?
What is the name of the book that Chris Voss authored?
What does mirroring involve in a conversation?
What does mirroring involve in a conversation?
Why is Scott excited about the show in the text?
Why is Scott excited about the show in the text?
What analogy does Brandon use to describe his negotiation skills?
What analogy does Brandon use to describe his negotiation skills?
Why does Brandon emphasize the importance of negotiation in real estate?
Why does Brandon emphasize the importance of negotiation in real estate?
How does Chris Voss contribute to the podcast according to Scott?
How does Chris Voss contribute to the podcast according to Scott?
What is one key benefit of mirroring in a conversation based on the Quick Tip provided?
What is one key benefit of mirroring in a conversation based on the Quick Tip provided?
What led Chris Voss to pursue a career as a hostage negotiator?
What led Chris Voss to pursue a career as a hostage negotiator?
In what city was Chris Voss working as a full-time FBI investigator before becoming a hostage negotiator?
In what city was Chris Voss working as a full-time FBI investigator before becoming a hostage negotiator?
What unique event did Chris Voss stumble into during his time on the hostage negotiation team in New York?
What unique event did Chris Voss stumble into during his time on the hostage negotiation team in New York?
Why did Chris Voss end up running all the international kidnapping responses?
Why did Chris Voss end up running all the international kidnapping responses?
Who structured the book written by Chris Voss and is lauded for making it incredibly readable?
Who structured the book written by Chris Voss and is lauded for making it incredibly readable?
What type of negotiation tactic used by the bank robber in Brooklyn is likened to tactics used by great CEOs?
What type of negotiation tactic used by the bank robber in Brooklyn is likened to tactics used by great CEOs?
What aspect of Tull Rahz's previous work influenced Chris Voss to collaborate with him on the book?
What aspect of Tull Rahz's previous work influenced Chris Voss to collaborate with him on the book?
Which city is known for having a high likelihood of real-life negotiations during bank robberies according to the text?
Which city is known for having a high likelihood of real-life negotiations during bank robberies according to the text?
What did Chris Voss describe as "the ultimate book on networking"?
What did Chris Voss describe as "the ultimate book on networking"?
What technique did Chris use to get the bank robber to reveal information about the getaway driver?
What technique did Chris use to get the bank robber to reveal information about the getaway driver?
Why did the bank robber keep referring to 'these other guys' and expressing fear?
Why did the bank robber keep referring to 'these other guys' and expressing fear?
What does Brandon admit to doing in his own real estate deals?
What does Brandon admit to doing in his own real estate deals?
Why did Chris find Brandon's approach of referring decisions to others a 'smart move'?
Why did Chris find Brandon's approach of referring decisions to others a 'smart move'?
How did Brandon react when Chris mirrored his speech?
How did Brandon react when Chris mirrored his speech?
Why did the negotiators want the bank robber to feel like he was in control during their conversation?
Why did the negotiators want the bank robber to feel like he was in control during their conversation?
What did Chris mean by saying 'vomiting of information' during negotiations?
What did Chris mean by saying 'vomiting of information' during negotiations?
'Your late night FM DJ voice' was mentioned as a technique for doing what during negotiations?
'Your late night FM DJ voice' was mentioned as a technique for doing what during negotiations?
What does Brandon mean when he says, 'She really is the one that makes the decision'?
What does Brandon mean when he says, 'She really is the one that makes the decision'?
What career did Chris have prior to being an FBI hostage negotiator?
What career did Chris have prior to being an FBI hostage negotiator?
How did the first chapter of the book motivate Brandon to improve his negotiation skills?
How did the first chapter of the book motivate Brandon to improve his negotiation skills?
What advice did Chris give about improving negotiation skills?
What advice did Chris give about improving negotiation skills?
What experience did Scott mention about using negotiation principles?
What experience did Scott mention about using negotiation principles?
What was unique about Chris's role as an FBI lead international kidnapping negotiator?
What was unique about Chris's role as an FBI lead international kidnapping negotiator?
How did Chris start mobilizing a response upon hearing about a kidnapping?
How did Chris start mobilizing a response upon hearing about a kidnapping?
What was significant about Chris's role as an FBI hostage negotiator?
What was significant about Chris's role as an FBI hostage negotiator?
What motivated Brandon to improve his negotiation skills?
What motivated Brandon to improve his negotiation skills?
What important principle did Chris emphasize for achieving big results in negotiations?
What important principle did Chris emphasize for achieving big results in negotiations?
What was Scott able to do after reading Chris's book?
What was Scott able to do after reading Chris's book?
How does hearing the other side out affect negotiation?
How does hearing the other side out affect negotiation?
What impact does feeling respected, heard, and appreciated have on the negotiation process?
What impact does feeling respected, heard, and appreciated have on the negotiation process?
How does the text suggest negotiating strategically by understanding the other side's must-haves and giveaways?
How does the text suggest negotiating strategically by understanding the other side's must-haves and giveaways?
What is highlighted as a key strategy for gaining leverage in negotiations?
What is highlighted as a key strategy for gaining leverage in negotiations?
Why does the text mention that sometimes counterparts accidentally offer valuable items?
Why does the text mention that sometimes counterparts accidentally offer valuable items?
In negotiations, what does the text suggest is an effective approach for achieving one's objectives?
In negotiations, what does the text suggest is an effective approach for achieving one's objectives?
What does the speaker imply when they say 'You’re not going to make a deal that sticks outside a rapport'?
What does the speaker imply when they say 'You’re not going to make a deal that sticks outside a rapport'?
What did the speaker do to keep the other party's guard down?
What did the speaker do to keep the other party's guard down?
What led to the second guy on the phone being in crisis during the negotiation?
What led to the second guy on the phone being in crisis during the negotiation?
What technique did the speaker use to gain the trust of the person stuck in the bank?
What technique did the speaker use to gain the trust of the person stuck in the bank?
What skill does the speaker mention as critical in negotiations, despite many thinking it's basic?
What skill does the speaker mention as critical in negotiations, despite many thinking it's basic?
What is the difference between typical business negotiations and hostage negotiations?
What is the difference between typical business negotiations and hostage negotiations?
What does the speaker describe as 'the delay to save time' in negotiations?
What does the speaker describe as 'the delay to save time' in negotiations?
What was the first private sector negotiation experience Chris Voss had after transitioning from hostage negotiation?
What was the first private sector negotiation experience Chris Voss had after transitioning from hostage negotiation?
How did Chris Voss apply his hostage negotiation skills in the business world?
How did Chris Voss apply his hostage negotiation skills in the business world?
What was the key requirement for students attending Chris Voss' MBA program at Georgetown University?
What was the key requirement for students attending Chris Voss' MBA program at Georgetown University?
What advice does Chris Voss give to individuals who dislike negotiating?
What advice does Chris Voss give to individuals who dislike negotiating?
What did Chris Voss aim to change about traditional negotiation approaches?
What did Chris Voss aim to change about traditional negotiation approaches?
What did Chris Voss emphasize about the nature of negotiation across different cultures?
What did Chris Voss emphasize about the nature of negotiation across different cultures?
What was Chris Voss's mission regarding negotiation worldwide?
What was Chris Voss's mission regarding negotiation worldwide?
Why did Chris Voss want to move away from the 'win-lose' approach in negotiations?
Why did Chris Voss want to move away from the 'win-lose' approach in negotiations?
What strategy does Chris Voss advocate for individuals who avoid negotiating due to fear and aversion?
What strategy does Chris Voss advocate for individuals who avoid negotiating due to fear and aversion?
How does Chris Voss view the role of negotiation skills across different cultural backgrounds?
How does Chris Voss view the role of negotiation skills across different cultural backgrounds?
What is the podcast host's view on negotiation according to the text?
What is the podcast host's view on negotiation according to the text?
Why does the podcast host disagree with Kevin O'Leary's negotiation approach?
Why does the podcast host disagree with Kevin O'Leary's negotiation approach?
What does the podcast host suggest as an effective strategy for negotiations?
What does the podcast host suggest as an effective strategy for negotiations?
What is a key element in successful negotiations?
What is a key element in successful negotiations?
What is the negative consequence of leaving all parties unhappy after a negotiation?
What is the negative consequence of leaving all parties unhappy after a negotiation?
How does the podcast host suggest handling compromises during negotiations?
How does the podcast host suggest handling compromises during negotiations?
What does the podcast host consider a satisfying aspect for many people during negotiations?
What does the podcast host consider a satisfying aspect for many people during negotiations?
What is a potential disadvantage of focusing solely on winning in a negotiation?
What is a potential disadvantage of focusing solely on winning in a negotiation?
What does the podcast host believe is essential before trying to make oneself understood during negotiations?
What does the podcast host believe is essential before trying to make oneself understood during negotiations?
In the text, what tactic does Stephen Covey emphasize for better negotiation outcomes?
In the text, what tactic does Stephen Covey emphasize for better negotiation outcomes?
What does Chris Voss emphasize in negotiation that differs from the traditional approach?
What does Chris Voss emphasize in negotiation that differs from the traditional approach?
According to Chris Voss, what is a key aspect for many individuals during negotiations?
According to Chris Voss, what is a key aspect for many individuals during negotiations?
Why does Chris Voss suggest going back to rapport building when the other party gets mad during a negotiation?
Why does Chris Voss suggest going back to rapport building when the other party gets mad during a negotiation?
What does Scott inquire about regarding negotiations to ensure a win-win outcome?
What does Scott inquire about regarding negotiations to ensure a win-win outcome?
What does Chris highlight as an essential aspect for successful negotiations in terms of listening?
What does Chris highlight as an essential aspect for successful negotiations in terms of listening?
In what way does Chris Voss suggest approaching negotiations based on the text?
In what way does Chris Voss suggest approaching negotiations based on the text?
What advice does Chris Voss give regarding negotiation according to the text?
What advice does Chris Voss give regarding negotiation according to the text?
Why does Chris Voss suggest letting the other side feel like they have control in negotiations?
Why does Chris Voss suggest letting the other side feel like they have control in negotiations?
What does Chris Voss recommend as a powerful phrase during negotiations?
What does Chris Voss recommend as a powerful phrase during negotiations?
In negotiations, what does Chris Voss claim is the key to making a successful deal?
In negotiations, what does Chris Voss claim is the key to making a successful deal?
What is the significance of giving the other side the illusion of control in negotiations?
What is the significance of giving the other side the illusion of control in negotiations?
Why does Chris Voss advocate for respecting, hearing, and appreciating the other party in negotiations?
Why does Chris Voss advocate for respecting, hearing, and appreciating the other party in negotiations?
What does Chris Voss suggest as a powerful approach to negotiation?
What does Chris Voss suggest as a powerful approach to negotiation?
What is one major benefit of letting the other side feel respected, heard, and appreciated according to the text?
What is one major benefit of letting the other side feel respected, heard, and appreciated according to the text?
'How am I supposed to do that?' is recommended by Chris Voss for which purpose in negotiations?
'How am I supposed to do that?' is recommended by Chris Voss for which purpose in negotiations?
'Seek first to understand, then be understood' is an approach advocated by Chris Voss primarily for what purpose?
'Seek first to understand, then be understood' is an approach advocated by Chris Voss primarily for what purpose?
In negotiation, why does Chris recommend making the other side feel powerful and in control?
In negotiation, why does Chris recommend making the other side feel powerful and in control?
What does Brandon mean by using a 'late-night FM DJ voice' during negotiations?
What does Brandon mean by using a 'late-night FM DJ voice' during negotiations?
How does the text suggest showing deference in negotiation?
How does the text suggest showing deference in negotiation?
What is the primary purpose of asking, 'How am I supposed to do that?' in a negotiation context?
What is the primary purpose of asking, 'How am I supposed to do that?' in a negotiation context?
Why does Chris advise against agreeing too quickly to a deal in a negotiation?
Why does Chris advise against agreeing too quickly to a deal in a negotiation?
What effect does deference have on the negotiation process?
What effect does deference have on the negotiation process?
How does mirroring in a conversation help in negotiation?
How does mirroring in a conversation help in negotiation?
What is the benefit of letting the other party feel like they have control in a negotiation?
What is the benefit of letting the other party feel like they have control in a negotiation?
Why is it important to avoid agreeing too quickly in a negotiation?
Why is it important to avoid agreeing too quickly in a negotiation?
How does using a deferential tone contribute to successful negotiations?
How does using a deferential tone contribute to successful negotiations?
Why did Brandon intentionally delay responding to an offer on a property he was selling?
Why did Brandon intentionally delay responding to an offer on a property he was selling?
What emotional factor does Chris Voss emphasize as crucial in real estate deals?
What emotional factor does Chris Voss emphasize as crucial in real estate deals?
Why does Chris Voss mention that real estate deals can go sideways after opening escrow?
Why does Chris Voss mention that real estate deals can go sideways after opening escrow?
Why does Chris Voss suggest that agreements are just the beginning of a real estate deal?
Why does Chris Voss suggest that agreements are just the beginning of a real estate deal?
In Brandon's real estate experience, why do many deals tend to fall through despite being put under contract?
In Brandon's real estate experience, why do many deals tend to fall through despite being put under contract?
Why does Chris Voss humorously suggest that real estate professionals should volunteer on a suicide hotline?
Why does Chris Voss humorously suggest that real estate professionals should volunteer on a suicide hotline?
How did Brandon's decision to delay responding to an offer influence the buyers' perception?
How did Brandon's decision to delay responding to an offer influence the buyers' perception?
What does Chris Voss imply about delayed responses in negotiations based on Brandon's strategy?
What does Chris Voss imply about delayed responses in negotiations based on Brandon's strategy?
What does Brandon imply about negotiations based on his interaction with potential buyers?
What does Brandon imply about negotiations based on his interaction with potential buyers?
What skill does Chris Voss identify as crucial in negotiations, even though some may consider it basic?
What skill does Chris Voss identify as crucial in negotiations, even though some may consider it basic?
What negotiation system did Chris Voss start using in business negotiations?
What negotiation system did Chris Voss start using in business negotiations?
In negotiations, what does 'anchoring' refer to?
In negotiations, what does 'anchoring' refer to?
What is a common practice associated with negotiation anchoring?
What is a common practice associated with negotiation anchoring?
Why do sharks in negotiations typically high anchor?
Why do sharks in negotiations typically high anchor?
What does Chris Voss recommend as the initial offer percentage in negotiations?
What does Chris Voss recommend as the initial offer percentage in negotiations?
What is the key strategy for incremental increases during negotiation according to Chris Voss?
What is the key strategy for incremental increases during negotiation according to Chris Voss?
What is the purpose of making decreasing increments in each negotiation raise?
What is the purpose of making decreasing increments in each negotiation raise?
'Everybody has a plan until you get hit' implies that:
'Everybody has a plan until you get hit' implies that:
'Beware the guy who offers to meet you in the middle because he’s offering a poor judge of distance' suggests that:
'Beware the guy who offers to meet you in the middle because he’s offering a poor judge of distance' suggests that:
What psychological aspect is Howard Raiffa known for in negotiations?
What psychological aspect is Howard Raiffa known for in negotiations?
What is the purpose of using odd-numbered pricing in negotiations according to the text?
What is the purpose of using odd-numbered pricing in negotiations according to the text?
In negotiations, why does it matter to put in 'a massive amount of tactical empathy between each offer'?
In negotiations, why does it matter to put in 'a massive amount of tactical empathy between each offer'?
What approach do top negotiators like Carl Icahn and Warren Buffett take when it comes to naming the price first?
What approach do top negotiators like Carl Icahn and Warren Buffett take when it comes to naming the price first?
Why does Chris Voss suggest being willing to take 'a punch in the nose' in negotiations?
Why does Chris Voss suggest being willing to take 'a punch in the nose' in negotiations?
How do top negotiators differ from average negotiators when it comes to naming the price first?
How do top negotiators differ from average negotiators when it comes to naming the price first?
Why is it important to practice how you would react to a high anchor price during negotiations?
Why is it important to practice how you would react to a high anchor price during negotiations?
'What do you want to spend?' and 'What do you want to pay?' are examples of:
'What do you want to spend?' and 'What do you want to pay?' are examples of:
How does odd-numbered pricing contribute to negotiation outcomes?
How does odd-numbered pricing contribute to negotiation outcomes?
How does naming a price first potentially limit a negotiator's position?
How does naming a price first potentially limit a negotiator's position?
What does Chris Voss consider 'the single greatest hack in the world'?
What does Chris Voss consider 'the single greatest hack in the world'?
What does Chris Voss emphasize as detrimental to relationships, deals, and collaboration?
What does Chris Voss emphasize as detrimental to relationships, deals, and collaboration?
Why does Chris Voss mention that saying 'you're right' can get someone to leave you alone?
Why does Chris Voss mention that saying 'you're right' can get someone to leave you alone?
How does Chris Voss describe the frequent users of the phrase 'you're right'?
How does Chris Voss describe the frequent users of the phrase 'you're right'?
Why does Chris Voss suggest that husbands are not the only ones using the tactic of saying 'you're right'?
Why does Chris Voss suggest that husbands are not the only ones using the tactic of saying 'you're right'?
What behavior does Chris Voss attribute as common among individuals who manage to get others to 'shut up and go away'?
What behavior does Chris Voss attribute as common among individuals who manage to get others to 'shut up and go away'?
Why does Chris Voss suggest that saying 'yes' during negotiations can create anxiety?
Why does Chris Voss suggest that saying 'yes' during negotiations can create anxiety?
What does Chris Voss suggest is a benefit of intentionally getting someone to say 'no' during negotiations?
What does Chris Voss suggest is a benefit of intentionally getting someone to say 'no' during negotiations?
Why does Chris Voss suggest that 'no' can be more powerful than 'yes' in negotiations?
Why does Chris Voss suggest that 'no' can be more powerful than 'yes' in negotiations?
Why does Chris Voss mention that getting someone to say 'no' can lead to multiple follow-on 'yeses'?
Why does Chris Voss mention that getting someone to say 'no' can lead to multiple follow-on 'yeses'?
What does Chris Voss imply about the act of saying 'yes' during a negotiation?
What does Chris Voss imply about the act of saying 'yes' during a negotiation?
What does Chris Voss consider as a protective aspect of saying 'no' during negotiations?
What does Chris Voss consider as a protective aspect of saying 'no' during negotiations?
How does Chris Voss suggest intentionally getting someone to say 'no' can impact the negotiation process?
How does Chris Voss suggest intentionally getting someone to say 'no' can impact the negotiation process?
What does Chris Voss mean when he says a 'good, solid, strategic no is worth five yeses'?
What does Chris Voss mean when he says a 'good, solid, strategic no is worth five yeses'?
How does Chris Voss view the role of saying 'yes' in negotiations compared to saying 'no'?
How does Chris Voss view the role of saying 'yes' in negotiations compared to saying 'no'?
In what way does Chris Voss believe that intentionally getting someone to say 'no' provides protection?
In what way does Chris Voss believe that intentionally getting someone to say 'no' provides protection?
What does Chris refer to as a label in negotiations?
What does Chris refer to as a label in negotiations?
Why does Chris avoid using the word 'I' while employing labels?
Why does Chris avoid using the word 'I' while employing labels?
Which skill does Chris describe as the most powerful negotiation skill?
Which skill does Chris describe as the most powerful negotiation skill?
What emotional impact does using the word 'I' have during negotiations?
What emotional impact does using the word 'I' have during negotiations?
How does Chris describe the impact of an analyst mode during negotiations?
How does Chris describe the impact of an analyst mode during negotiations?
What is the main reason Chris shifts to using labels during conversations with individuals in analyst mode?
What is the main reason Chris shifts to using labels during conversations with individuals in analyst mode?
Why does Chris consider emotional labeling as a crucial skill?
Why does Chris consider emotional labeling as a crucial skill?
What is the primary objective of using labels according to Chris?
What is the primary objective of using labels according to Chris?
'You're the expert' is mentioned as a phrase used by individuals in analyst mode to:
'You're the expert' is mentioned as a phrase used by individuals in analyst mode to:
What change does Brandon propose for the Fire Round on the show?
What change does Brandon propose for the Fire Round on the show?
Why does Brandon mention having a problem with a property he kept as a rental?
Why does Brandon mention having a problem with a property he kept as a rental?
How does Chris respond when Brandon mentions wanting to sell his rental property?
How does Chris respond when Brandon mentions wanting to sell his rental property?
What leads Brandon to contact Chris in the conversation?
What leads Brandon to contact Chris in the conversation?
What is the initial reason Brandon gives for wanting to sell his property to Chris?
What is the initial reason Brandon gives for wanting to sell his property to Chris?
Why does Scott choose not to participate in the negotiation initially?
Why does Scott choose not to participate in the negotiation initially?
What aspect of negotiation does Chris Voss emphasize as crucial for preventing deals from going sideways?
What aspect of negotiation does Chris Voss emphasize as crucial for preventing deals from going sideways?
What tactic did Chris use during negotiations to gather information without revealing much about his own position?
What tactic did Chris use during negotiations to gather information without revealing much about his own position?
What does Chris Voss recommend as essential to shorten the emotional distance between parties during negotiations?
What does Chris Voss recommend as essential to shorten the emotional distance between parties during negotiations?
Which factor does Chris Voss believe can significantly impact the negotiation process based on body language and tone of voice?
Which factor does Chris Voss believe can significantly impact the negotiation process based on body language and tone of voice?
What dual approach does Chris Voss mention he uses during negotiations that involve both listening and appreciating while also being strategic?
What dual approach does Chris Voss mention he uses during negotiations that involve both listening and appreciating while also being strategic?
What does Chris Voss highlight as a critical factor in determining whether a negotiation may go sideways or proceed smoothly?
What does Chris Voss highlight as a critical factor in determining whether a negotiation may go sideways or proceed smoothly?
In what way does Chris Voss suggest that the tone of voice during negotiations can affect the rapport between parties?
In what way does Chris Voss suggest that the tone of voice during negotiations can affect the rapport between parties?
What key aspect does Chris Voss mention affects how individuals react to conversation during negotiations?
What key aspect does Chris Voss mention affects how individuals react to conversation during negotiations?
'What all that does, of course—first of all, I’m not faking ...'
'What all that does, of course—first of all, I’m not faking ...'
What does Scott point out as a notable element affecting negotiations based on observing Chris and Brandon's interactions?
What does Scott point out as a notable element affecting negotiations based on observing Chris and Brandon's interactions?
What made Brandon consider selling his three-bedroom house in a marginal area?
What made Brandon consider selling his three-bedroom house in a marginal area?
What reason did Brandon give for choosing to work directly with a buyer rather than through a real estate agent?
What reason did Brandon give for choosing to work directly with a buyer rather than through a real estate agent?
Why did Chris mention that his offer for Brandon's property would be lower than expected?
Why did Chris mention that his offer for Brandon's property would be lower than expected?
How did Chris react to Brandon's frustration and desire to sell the property quickly?
How did Chris react to Brandon's frustration and desire to sell the property quickly?
What did Brandon see on the highway that prompted him to contact Chris?
What did Brandon see on the highway that prompted him to contact Chris?
Why did Chris express reluctance in offering a high price for Brandon's property?
Why did Chris express reluctance in offering a high price for Brandon's property?
What motivated Brandon to consider selling his property despite potential low offers?
What motivated Brandon to consider selling his property despite potential low offers?
'Because I’ve got some constraints.' implies that Chris:
'Because I’ve got some constraints.' implies that Chris:
What does Brandon believe about the real value of his house compared to what real estate agents say?
What does Brandon believe about the real value of his house compared to what real estate agents say?
What was Chris's primary concern when considering purchasing Brandon's property?
What was Chris's primary concern when considering purchasing Brandon's property?
What danger does Chris Voss point out in interactions where people are pumping for information?
What danger does Chris Voss point out in interactions where people are pumping for information?
What strategy does Chris Voss believe in, as opposed to 'always be closing'?
What strategy does Chris Voss believe in, as opposed to 'always be closing'?
According to Chris, what is the danger of focusing solely on 'always be closing'?
According to Chris, what is the danger of focusing solely on 'always be closing'?
What does Chris Voss caution about individuals who are just pumping for information?
What does Chris Voss caution about individuals who are just pumping for information?
What common scenario does Brandon mention experiencing when he sends out direct-mail letters?
What common scenario does Brandon mention experiencing when he sends out direct-mail letters?
What does Chris Voss suggest is a danger when individuals are 'in lusting for closing'?
What does Chris Voss suggest is a danger when individuals are 'in lusting for closing'?
According to Chris Voss, what negative outcome can occur if someone is focused on 'always be closing'?
According to Chris Voss, what negative outcome can occur if someone is focused on 'always be closing'?
'Always be gathering information and always be qualifying' is seen by Chris Voss as an approach that leads to what outcome?
'Always be gathering information and always be qualifying' is seen by Chris Voss as an approach that leads to what outcome?
'Always be gathering information and always be qualifying' as advocated by Chris Voss helps in distinguishing between what in negotiations?
'Always be gathering information and always be qualifying' as advocated by Chris Voss helps in distinguishing between what in negotiations?
'In lusting for closing,' what mistake does Chris Voss caution individuals against making?
'In lusting for closing,' what mistake does Chris Voss caution individuals against making?
What is the main goal of podcasts, according to the text?
What is the main goal of podcasts, according to the text?
How does Brandon humorously try to negotiate with Scott for his shirt?
How does Brandon humorously try to negotiate with Scott for his shirt?
What trouble did Scott face when trying to sign up for Chris Voss's newsletter?
What trouble did Scott face when trying to sign up for Chris Voss's newsletter?
What is suggested as an alternative way for individuals struggling to sign up for Chris Voss's newsletter?
What is suggested as an alternative way for individuals struggling to sign up for Chris Voss's newsletter?
What did Scott request from Brandon in exchange for his shirt?
What did Scott request from Brandon in exchange for his shirt?
How does Brandon respond when Scott accuses him of negotiating for the shirt off his back?
How does Brandon respond when Scott accuses him of negotiating for the shirt off his back?
What aspect of mindset does Chris Voss emphasize for success in negotiations?
What aspect of mindset does Chris Voss emphasize for success in negotiations?
According to Chris Voss, why do adolescents often experience a state of flow?
According to Chris Voss, why do adolescents often experience a state of flow?
What does Chris Voss suggest happens when individuals play it too safe across different aspects of life?
What does Chris Voss suggest happens when individuals play it too safe across different aspects of life?
What does Chris Voss advise regarding the fear of failure and making mistakes?
What does Chris Voss advise regarding the fear of failure and making mistakes?
According to Chris Voss, what is a common mindset that leads to great discovery?
According to Chris Voss, what is a common mindset that leads to great discovery?
What does Chris Voss believe is essential for embracing discovery and success?
What does Chris Voss believe is essential for embracing discovery and success?
How does Chris Voss view the relationship between failure and success in negotiation?
How does Chris Voss view the relationship between failure and success in negotiation?
What does Chris Voss suggest about the role of making mistakes in personal growth?
What does Chris Voss suggest about the role of making mistakes in personal growth?
'Perfection is the enemy of profitability' implies that:
'Perfection is the enemy of profitability' implies that:
'Who cares? Who really cares?' serves as a reminder to:
'Who cares? Who really cares?' serves as a reminder to:
What book does Chris mention gifting to others besides his own?
What book does Chris mention gifting to others besides his own?
According to Chris, what is the next generation of business performance likely to come from?
According to Chris, what is the next generation of business performance likely to come from?
What is highlighted as a key element in the success of U2 as a business?
What is highlighted as a key element in the success of U2 as a business?
According to Chris, what is the key to going far instead of fast?
According to Chris, what is the key to going far instead of fast?
What did Chris Voss mention about the impact of being in 'the flow' state?
What did Chris Voss mention about the impact of being in 'the flow' state?
Which activity does Chris enjoy most in his leisure time?
Which activity does Chris enjoy most in his leisure time?
What does Chris attribute as the reason for U2's success despite their diverse personalities?
What does Chris attribute as the reason for U2's success despite their diverse personalities?
Which book does Scott mention that relates to triggering psychological responses similar to using drugs like cocaine?
Which book does Scott mention that relates to triggering psychological responses similar to using drugs like cocaine?
'You want to go fast, go along. You want to go far, go as a team.' What does this saying relate to according to Chris?
'You want to go fast, go along. You want to go far, go as a team.' What does this saying relate to according to Chris?
'The single greatest hack in the world' according to Chris Voss involves triggering which response in negotiations?
'The single greatest hack in the world' according to Chris Voss involves triggering which response in negotiations?
Why does Chris Voss mention the necessity of a three-to-one negativity to positivity ratio in human wiring?
Why does Chris Voss mention the necessity of a three-to-one negativity to positivity ratio in human wiring?
How does Chris Voss use the concept of 'negativity to positivity ratio' in negotiation tactics?
How does Chris Voss use the concept of 'negativity to positivity ratio' in negotiation tactics?
Why does Chris Voss use the phrase 'you’re not going to like this' when discussing prices with potential buyers?
Why does Chris Voss use the phrase 'you’re not going to like this' when discussing prices with potential buyers?
How does Chris Voss manipulate the emotional state of potential buyers in negotiations?
How does Chris Voss manipulate the emotional state of potential buyers in negotiations?
What is the purpose of Chris Voss mentioning a foreclosure sold for $75,000 in real estate negotiations?
What is the purpose of Chris Voss mentioning a foreclosure sold for $75,000 in real estate negotiations?
How does Chris Voss's negotiation strategy differ from traditional approaches in real estate?
How does Chris Voss's negotiation strategy differ from traditional approaches in real estate?
What effect does Chris Voss aim to achieve by evoking a 'three-to-one negativity to positivity ratio' in potential buyers?
What effect does Chris Voss aim to achieve by evoking a 'three-to-one negativity to positivity ratio' in potential buyers?
What role does the phrase 'you’re not going to like this' play in shaping buyer perception during negotiations?
What role does the phrase 'you’re not going to like this' play in shaping buyer perception during negotiations?
How does Chris Voss utilize emotional triggers in negotiation tactics?
How does Chris Voss utilize emotional triggers in negotiation tactics?
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Study Notes
BiggerPockets Podcast
- The main focus of the podcast is real estate investing and negotiation strategies.
- The podcast host is Scott Trench.
- Scott Trench recommends doing a Quick Tip in three conversations: mirroring, asking “how am I supposed to do that?”, and using 'your late night FM DJ voice'.
- Brandon Turner, co-host, is a real estate investor with keen interest in negotiation strategies.
Negotiation Strategies
- Chris Voss, former FBI hostage and kidnapping negotiator is the guest on the podcast.
- Chris Voss' book, “Never Split The Difference: Negotiating As If Your Life Depended On It”, provides insights about negotiation strategies.
- Key benefit of mirroring someone is that it builds trust and rapport, making the other party feel more comfortable and understood.
- Tull Rahz, a writer who has also published books on negotiation, collaborated on Chris Voss' book.
- In negotiations, Chris suggests using a “late night FM DJ voice” to calm and put the other party at ease.
Negotiation Tactics
- Chris emphasizes the importance of "seeking first to understand, then to be understood" in the negotiation process.
- It is essential to let the other party feel heard, respected, and appreciated.
- Chris suggests that letting the other side feel like they have control can be a powerful approach in negotiation.
- Chris highlights the importance of listening actively and building rapport as essential for successful negotiations.
Chris Voss's Background and Career
- Chris Voss's experience as an FBI hostage negotiator sparked his interest in negotiation strategies.
- Chris Voss worked as a full-time FBI investigator in New York City before becoming a hostage negotiator.
- During his time on the hostage negotiation team in New York, he stumbled into an international kidnapping case that shifted his career path.
- Chris Voss ended up running all the international kidnapping responses due to his expertise and success in his field.
- Chris transitioned to teaching negotiation techniques in business after leaving the FBI.
Chris Voss's Lessons on Negotiation
- Chris Voss's book shares insights on different negotiation tactics that he employed during his time as a hostage negotiator, showing how these same principles are applicable to other types of interactions.
- Negotiating with a bank robber in Brooklyn, Chris realized that the tactics used by great CEOs are similar to those he employed as a hostage negotiator.
- Chris Voss emphasizes the importance of building rapport and understanding the other party's needs in negotiations.
- Chris Voss encourages his students to develop skills in negotiation as it is crucial for success in almost every aspect of life.
- Chris Voss emphasizes the importance of using "the delay to save time" in negotiations as it can shift the power dynamic and leverage control.
- Chris strongly believes in a negotiation strategy that considers both parties' needs and aims for a win-win outcome.
- Chris Voss advocates for respecting, hearing, and appreciating the other party as a key approach for achieving a successful negotiation.
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