Hostage Negotiation Approach Quiz: <a href="https://www.youtube.com/watch?v=W-EHzNwyxfQ">https://www.youtube.com/watch?v=W-EHzNwyxfQ</a>

Podcast

Play an AI-generated podcast conversation about this lesson

Questions and Answers

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?

Cooking recipes

Horticulture

Real estate investing (correct)

Fitness routines

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?

Chewbacca with a surfboard painting Signup and view all the answers

What does Brandon jokingly say Scott is missing in his office?

A plant Signup and view all the answers

What is the podcast host's response when asked if he has a plant?

"There's probably one somewhere here." Signup and view all the answers

What is the main topic of the podcast mentioned in the text?

Negotiation strategies Signup and view all the answers

What does Scott recommend doing in three conversations as a Quick Tip?

Mirroring the other person's last words Signup and view all the answers

Why does Brandon mention a mock negotiation with Chris Voss?

To sell a rental property Signup and view all the answers

What is the name of the book that Chris Voss authored?

Never Split the Difference Signup and view all the answers

What does mirroring involve in a conversation?

Repeating the exact same words spoken by the other person Signup and view all the answers

Why is Scott excited about the show in the text?

Because it features practical negotiation tips Signup and view all the answers

What analogy does Brandon use to describe his negotiation skills?

'Like hitting a wave and going brrrr' Signup and view all the answers

Why does Brandon emphasize the importance of negotiation in real estate?

To improve business outcomes Signup and view all the answers

How does Chris Voss contribute to the podcast according to Scott?

By providing clear philosophy explanations Signup and view all the answers

What is one key benefit of mirroring in a conversation based on the Quick Tip provided?

It helps spark further conversation from the other party Signup and view all the answers

What led Chris Voss to pursue a career as a hostage negotiator?

His interest in crisis response. Signup and view all the answers

In what city was Chris Voss working as a full-time FBI investigator before becoming a hostage negotiator?

New York City Signup and view all the answers

What unique event did Chris Voss stumble into during his time on the hostage negotiation team in New York?

A bank robbery with hostages Signup and view all the answers

Why did Chris Voss end up running all the international kidnapping responses?

His promotion to a full-time hostage negotiator position. Signup and view all the answers

Who structured the book written by Chris Voss and is lauded for making it incredibly readable?

Tull Rahz Signup and view all the answers

What type of negotiation tactic used by the bank robber in Brooklyn is likened to tactics used by great CEOs?

"Acting powerless" Signup and view all the answers

What aspect of Tull Rahz's previous work influenced Chris Voss to collaborate with him on the book?

The readability of his other book, Never Eat Alone. Signup and view all the answers

Which city is known for having a high likelihood of real-life negotiations during bank robberies according to the text?

New York City Signup and view all the answers

What did Chris Voss describe as "the ultimate book on networking"?

Never Eat Alone Signup and view all the answers

What technique did Chris use to get the bank robber to reveal information about the getaway driver?

Mirroring the robber's speech Signup and view all the answers

Why did the bank robber keep referring to 'these other guys' and expressing fear?

He was trying to divert attention from himself as the main decision-maker Signup and view all the answers

What does Brandon admit to doing in his own real estate deals?

He deflects decision-making by referring to others like his wife or partners Signup and view all the answers

Why did Chris find Brandon's approach of referring decisions to others a 'smart move'?

It bought Brandon time for decision-making Signup and view all the answers

How did Brandon react when Chris mirrored his speech?

He felt understood and more cooperative Signup and view all the answers

Why did the negotiators want the bank robber to feel like he was in control during their conversation?

To make him reveal information spontaneously Signup and view all the answers

What did Chris mean by saying 'vomiting of information' during negotiations?

Giving away too much information quickly Signup and view all the answers

'Your late night FM DJ voice' was mentioned as a technique for doing what during negotiations?

Making the other party feel relaxed and less guarded Signup and view all the answers

What does Brandon mean when he says, 'She really is the one that makes the decision'?

He attributes decision-making power to his wife Signup and view all the answers

What career did Chris have prior to being an FBI hostage negotiator?

Janitor Signup and view all the answers

How did the first chapter of the book motivate Brandon to improve his negotiation skills?

By providing practical tips to enhance negotiation skills Signup and view all the answers

What advice did Chris give about improving negotiation skills?

Practice in everyday interactions to achieve big results in big deals Signup and view all the answers

What experience did Scott mention about using negotiation principles?

Applying principles at work and in day-to-day life Signup and view all the answers

What was unique about Chris's role as an FBI lead international kidnapping negotiator?

He needed to be prepared to travel anywhere within four hours Signup and view all the answers

How did Chris start mobilizing a response upon hearing about a kidnapping?

By starting to work from Washington, D.C. and coordinating from there Signup and view all the answers

What was significant about Chris's role as an FBI hostage negotiator?

He was involved in responding to kidnappings worldwide Signup and view all the answers

What motivated Brandon to improve his negotiation skills?

The realization that he needed to enhance his abilities Signup and view all the answers

What important principle did Chris emphasize for achieving big results in negotiations?

Practice in low stakes interactions for high stakes results Signup and view all the answers

What was Scott able to do after reading Chris's book?

Apply some negotiation principles in his daily work and life Signup and view all the answers

How does hearing the other side out affect negotiation?

It accelerates the negotiation process Signup and view all the answers

What impact does feeling respected, heard, and appreciated have on the negotiation process?

It reduces resistance and encourages concession Signup and view all the answers

How does the text suggest negotiating strategically by understanding the other side's must-haves and giveaways?

By mirroring the other side's actions Signup and view all the answers

What is highlighted as a key strategy for gaining leverage in negotiations?

Mirroring and listening to the other side Signup and view all the answers

Why does the text mention that sometimes counterparts accidentally offer valuable items?

Because they underestimate the value to the other party Signup and view all the answers

In negotiations, what does the text suggest is an effective approach for achieving one's objectives?

Listening, mirroring, and making strategic concessions Signup and view all the answers

What does the speaker imply when they say 'You’re not going to make a deal that sticks outside a rapport'?

Building rapport is essential for successful negotiations. Signup and view all the answers

What did the speaker do to keep the other party's guard down?

Used their voice strategically Signup and view all the answers

What led to the second guy on the phone being in crisis during the negotiation?

He was trapped in a bank during a potential robbery. Signup and view all the answers

What technique did the speaker use to gain the trust of the person stuck in the bank?

Employing a late night FM DJ voice Signup and view all the answers

What skill does the speaker mention as critical in negotiations, despite many thinking it's basic?

Listening Signup and view all the answers

What is the difference between typical business negotiations and hostage negotiations?

Hostage negotiations involve less yelling and calmer discussions. Signup and view all the answers

What does the speaker describe as 'the delay to save time' in negotiations?

Relaxing into negotiations to speed up the process Signup and view all the answers

What was the first private sector negotiation experience Chris Voss had after transitioning from hostage negotiation?

Negotiating his way into Harvard Law School’s negotiation course Signup and view all the answers

How did Chris Voss apply his hostage negotiation skills in the business world?

By teaching negotiation skills to MBA students Signup and view all the answers

What was the key requirement for students attending Chris Voss' MBA program at Georgetown University?

Being employed in day jobs while pursuing their MBA at night Signup and view all the answers

What advice does Chris Voss give to individuals who dislike negotiating?

Getting over the aversion to negotiating is the first step to mastering it Signup and view all the answers

What did Chris Voss aim to change about traditional negotiation approaches?

Move away from win-lose outcomes and conflict Signup and view all the answers

What did Chris Voss emphasize about the nature of negotiation across different cultures?

Negotiation is a universal human nature problem Signup and view all the answers

What was Chris Voss's mission regarding negotiation worldwide?

To rethink negotiation around the world Signup and view all the answers

Why did Chris Voss want to move away from the 'win-lose' approach in negotiations?

To address people's aversion to conflict and fear of losing in negotiations Signup and view all the answers

What strategy does Chris Voss advocate for individuals who avoid negotiating due to fear and aversion?

Overcoming the fear and aversion for successful negotiation outcomes Signup and view all the answers

How does Chris Voss view the role of negotiation skills across different cultural backgrounds?

As a universal challenge present regardless of cultural differences Signup and view all the answers

What is the podcast host's view on negotiation according to the text?

Negotiation should focus on making both sides happy Signup and view all the answers

Why does the podcast host disagree with Kevin O'Leary's negotiation approach?

Because Kevin prioritizes leaving all sides unhappy at the end Signup and view all the answers

What does the podcast host suggest as an effective strategy for negotiations?

Listening and ensuring the other side feels heard Signup and view all the answers

What is a key element in successful negotiations?

Seeking first to understand before being understood Signup and view all the answers

What is the negative consequence of leaving all parties unhappy after a negotiation?

Getting stuck in a vicious circle of dislike for negotiations Signup and view all the answers

How does the podcast host suggest handling compromises during negotiations?

Eliminating compromises by ensuring the other side feels heard Signup and view all the answers

What does the podcast host consider a satisfying aspect for many people during negotiations?

'Being heard' regardless of the negotiation outcome Signup and view all the answers

What is a potential disadvantage of focusing solely on winning in a negotiation?

Repeating cycles of unhappiness in negotiations Signup and view all the answers

What does the podcast host believe is essential before trying to make oneself understood during negotiations?

Seeking first to understand the other party's perspective Signup and view all the answers

In the text, what tactic does Stephen Covey emphasize for better negotiation outcomes?

Seeking first to understand before expecting understanding Signup and view all the answers

What does Chris Voss emphasize in negotiation that differs from the traditional approach?

Building rapport continuously Signup and view all the answers

According to Chris Voss, what is a key aspect for many individuals during negotiations?

Knowing that they were heard Signup and view all the answers

Why does Chris Voss suggest going back to rapport building when the other party gets mad during a negotiation?

Because it's unpleasant to make the other party mad Signup and view all the answers

What does Scott inquire about regarding negotiations to ensure a win-win outcome?

Creating a situation where everyone walks away happy Signup and view all the answers

What does Chris highlight as an essential aspect for successful negotiations in terms of listening?

Listening to ensure the other side feels heard Signup and view all the answers

In what way does Chris Voss suggest approaching negotiations based on the text?

Aim for a win-win scenario where everyone is satisfied Signup and view all the answers

What advice does Chris Voss give regarding negotiation according to the text?

Seek first to understand, then be understood Signup and view all the answers

Why does Chris Voss suggest letting the other side feel like they have control in negotiations?

To build trust and rapport Signup and view all the answers

What does Chris Voss recommend as a powerful phrase during negotiations?

'How am I supposed to do that?' Signup and view all the answers

In negotiations, what does Chris Voss claim is the key to making a successful deal?

Getting the other side to feel respected, heard, and appreciated Signup and view all the answers

What is the significance of giving the other side the illusion of control in negotiations?

To foster collaboration and agreement Signup and view all the answers

Why does Chris Voss advocate for respecting, hearing, and appreciating the other party in negotiations?

To build rapport and increase cooperation Signup and view all the answers

What does Chris Voss suggest as a powerful approach to negotiation?

'Seek first to understand, then be understood' Signup and view all the answers

What is one major benefit of letting the other side feel respected, heard, and appreciated according to the text?

It accelerates the negotiation process Signup and view all the answers

'How am I supposed to do that?' is recommended by Chris Voss for which purpose in negotiations?

'How am I supposed to do that?' can be used for building great deals or saying no Signup and view all the answers

'Seek first to understand, then be understood' is an approach advocated by Chris Voss primarily for what purpose?

Building trust and rapport with the other party Signup and view all the answers

In negotiation, why does Chris recommend making the other side feel powerful and in control?

To make them feel valued and respected. Signup and view all the answers

What does Brandon mean by using a 'late-night FM DJ voice' during negotiations?

Speaking softly and respectfully. Signup and view all the answers

How does the text suggest showing deference in negotiation?

Using a tone of voice that conveys respect and humility. Signup and view all the answers

What is the primary purpose of asking, 'How am I supposed to do that?' in a negotiation context?

To let the other party feel in control of the situation. Signup and view all the answers

Why does Chris advise against agreeing too quickly to a deal in a negotiation?

To prevent the other party from feeling like they could have gotten more. Signup and view all the answers

What effect does deference have on the negotiation process?

It improves rapport and communication. Signup and view all the answers

How does mirroring in a conversation help in negotiation?

It aids in building rapport and trust with the other party. Signup and view all the answers

What is the benefit of letting the other party feel like they have control in a negotiation?

To help build rapport and trust. Signup and view all the answers

Why is it important to avoid agreeing too quickly in a negotiation?

To prevent the other party from feeling they could have negotiated better terms. Signup and view all the answers

How does using a deferential tone contribute to successful negotiations?

It fosters trust and cooperation between negotiators. Signup and view all the answers

Why did Brandon intentionally delay responding to an offer on a property he was selling?

To consider other full-price offers that might come in Signup and view all the answers

What emotional factor does Chris Voss emphasize as crucial in real estate deals?

Fear of losing out on a better deal Signup and view all the answers

Why does Chris Voss mention that real estate deals can go sideways after opening escrow?

Because of emotional issues affecting the transaction Signup and view all the answers

Why does Chris Voss suggest that agreements are just the beginning of a real estate deal?

Because emotional reasons can cause deals to fail post-agreement Signup and view all the answers

In Brandon's real estate experience, why do many deals tend to fall through despite being put under contract?

Emotional factors cause a substantial number of deals to collapse Signup and view all the answers

Why does Chris Voss humorously suggest that real estate professionals should volunteer on a suicide hotline?

To understand critical emotional aspects of communication Signup and view all the answers

How did Brandon's decision to delay responding to an offer influence the buyers' perception?

It gave them confidence that they secured the best deal Signup and view all the answers

What does Chris Voss imply about delayed responses in negotiations based on Brandon's strategy?

They allow time for second thoughts and reconsideration of offers Signup and view all the answers

What does Brandon imply about negotiations based on his interaction with potential buyers?

Negotiation is more about perception and emotion than price. Signup and view all the answers

What skill does Chris Voss identify as crucial in negotiations, even though some may consider it basic?

Empathy Signup and view all the answers

What negotiation system did Chris Voss start using in business negotiations?

The Ackerman system Signup and view all the answers

In negotiations, what does 'anchoring' refer to?

Starting with an extreme outside of the expected range Signup and view all the answers

What is a common practice associated with negotiation anchoring?

High anchoring followed by compromise to meet in the middle Signup and view all the answers

Why do sharks in negotiations typically high anchor?

To end up on the number they wanted all along Signup and view all the answers

What does Chris Voss recommend as the initial offer percentage in negotiations?

65% Signup and view all the answers

What is the key strategy for incremental increases during negotiation according to Chris Voss?

Increasing by 20%, 10%, and 5% successively Signup and view all the answers

What is the purpose of making decreasing increments in each negotiation raise?

To avoid shocking the other party Signup and view all the answers

'Everybody has a plan until you get hit' implies that:

'Plans change when faced with unexpected situations' Signup and view all the answers

'Beware the guy who offers to meet you in the middle because he’s offering a poor judge of distance' suggests that:

'Compromising too early can lead to disadvantage' Signup and view all the answers

What psychological aspect is Howard Raiffa known for in negotiations?

Analysis of business and numbers Signup and view all the answers

What is the purpose of using odd-numbered pricing in negotiations according to the text?

To manipulate the other party into thinking they are getting a good deal Signup and view all the answers

In negotiations, why does it matter to put in 'a massive amount of tactical empathy between each offer'?

To ensure the other party feels like they are working towards a good deal Signup and view all the answers

What approach do top negotiators like Carl Icahn and Warren Buffett take when it comes to naming the price first?

They prefer not to name the price first and let the other party go first Signup and view all the answers

Why does Chris Voss suggest being willing to take 'a punch in the nose' in negotiations?

To be able to handle unexpected high anchor prices Signup and view all the answers

How do top negotiators differ from average negotiators when it comes to naming the price first?

Top negotiators avoid naming the price first to gather information Signup and view all the answers

Why is it important to practice how you would react to a high anchor price during negotiations?

To avoid getting surprised and losing control during negotiations Signup and view all the answers

'What do you want to spend?' and 'What do you want to pay?' are examples of:

'Calibrated questions' in negotiation Signup and view all the answers

How does odd-numbered pricing contribute to negotiation outcomes?

It helps establish a fair price both parties can agree on Signup and view all the answers

How does naming a price first potentially limit a negotiator's position?

It makes it easier for the other party to offer a lower amount. Signup and view all the answers

What does Chris Voss consider 'the single greatest hack in the world'?

Getting the other party to say 'yes' before discussing details Signup and view all the answers

What does Chris Voss emphasize as detrimental to relationships, deals, and collaboration?

Agreeing with the other person's viewpoint Signup and view all the answers

Why does Chris Voss mention that saying 'you're right' can get someone to leave you alone?

It signifies agreement with the other person's nagging behavior Signup and view all the answers

How does Chris Voss describe the frequent users of the phrase 'you're right'?

Husbands Signup and view all the answers

Why does Chris Voss suggest that husbands are not the only ones using the tactic of saying 'you're right'?

Because they prioritize preserving relationships Signup and view all the answers

What behavior does Chris Voss attribute as common among individuals who manage to get others to 'shut up and go away'?

'You're right' response Signup and view all the answers

Why does Chris Voss suggest that saying 'yes' during negotiations can create anxiety?

It makes the negotiator feel out of control. Signup and view all the answers

What does Chris Voss suggest is a benefit of intentionally getting someone to say 'no' during negotiations?

It allows the negotiator to maintain a feeling of protection. Signup and view all the answers

Why does Chris Voss suggest that 'no' can be more powerful than 'yes' in negotiations?

'No' allows for clear boundaries to be set. Signup and view all the answers

Why does Chris Voss mention that getting someone to say 'no' can lead to multiple follow-on 'yeses'?

It allows for strategic negotiation tactics. Signup and view all the answers

What does Chris Voss imply about the act of saying 'yes' during a negotiation?

'Yes' communicates weakness and vulnerability. Signup and view all the answers

What does Chris Voss consider as a protective aspect of saying 'no' during negotiations?

'No' establishes authority and control. Signup and view all the answers

How does Chris Voss suggest intentionally getting someone to say 'no' can impact the negotiation process?

It opens up opportunities for further negotiation and agreement. Signup and view all the answers

What does Chris Voss mean when he says a 'good, solid, strategic no is worth five yeses'?

A strategic 'no' can pave the way for better negotiation outcomes. Signup and view all the answers

How does Chris Voss view the role of saying 'yes' in negotiations compared to saying 'no'?

Saying 'yes' triggers anxiety and uncertainty in negotiations. Signup and view all the answers

In what way does Chris Voss believe that intentionally getting someone to say 'no' provides protection?

It sets clear boundaries while maintaining strategic advantage. Signup and view all the answers

What does Chris refer to as a label in negotiations?

A word that triggers contemplation Signup and view all the answers

Why does Chris avoid using the word 'I' while employing labels?

To shift the focus on the other person Signup and view all the answers

Which skill does Chris describe as the most powerful negotiation skill?

Labeling Signup and view all the answers

What emotional impact does using the word 'I' have during negotiations?

Centers the focus on oneself Signup and view all the answers

How does Chris describe the impact of an analyst mode during negotiations?

Guarded and eager to demonstrate intelligence Signup and view all the answers

What is the main reason Chris shifts to using labels during conversations with individuals in analyst mode?

To bypass defenses and trigger responses Signup and view all the answers

Why does Chris consider emotional labeling as a crucial skill?

To bypass mental defenses and trigger contemplation Signup and view all the answers

What is the primary objective of using labels according to Chris?

To trigger contemplation in the other person without raising their guard Signup and view all the answers

'You're the expert' is mentioned as a phrase used by individuals in analyst mode to:

'Flatter' the speaker into revealing information Signup and view all the answers

What change does Brandon propose for the Fire Round on the show?

Incorporating a mock negotiation on real estate Signup and view all the answers

Why does Brandon mention having a problem with a property he kept as a rental?

He dislikes being a landlord Signup and view all the answers

How does Chris respond when Brandon mentions wanting to sell his rental property?

Asks about Brandon's plans for the property Signup and view all the answers

What leads Brandon to contact Chris in the conversation?

Seeing Chris's banner offering to buy properties Signup and view all the answers

What is the initial reason Brandon gives for wanting to sell his property to Chris?

Having heard that Chris buys properties Signup and view all the answers

Why does Scott choose not to participate in the negotiation initially?

Leaving it to Brandon and Chris to handle Signup and view all the answers

What aspect of negotiation does Chris Voss emphasize as crucial for preventing deals from going sideways?

Feeling respected and appreciated Signup and view all the answers

What tactic did Chris use during negotiations to gather information without revealing much about his own position?

Avoid sharing information Signup and view all the answers

What does Chris Voss recommend as essential to shorten the emotional distance between parties during negotiations?

Expressing empathy and understanding Signup and view all the answers

Which factor does Chris Voss believe can significantly impact the negotiation process based on body language and tone of voice?

Emotional intelligence Signup and view all the answers

What dual approach does Chris Voss mention he uses during negotiations that involve both listening and appreciating while also being strategic?

Missionary and mercenary sides Signup and view all the answers

What does Chris Voss highlight as a critical factor in determining whether a negotiation may go sideways or proceed smoothly?

Respectful treatment Signup and view all the answers

In what way does Chris Voss suggest that the tone of voice during negotiations can affect the rapport between parties?

'Killing' rapport by showing disrespect Signup and view all the answers

What key aspect does Chris Voss mention affects how individuals react to conversation during negotiations?

'Proof of life' of the deal Signup and view all the answers

'What all that does, of course—first of all, I’m not faking ...'

Empathy and respect Signup and view all the answers

What does Scott point out as a notable element affecting negotiations based on observing Chris and Brandon's interactions?

The impact of body language Signup and view all the answers

What made Brandon consider selling his three-bedroom house in a marginal area?

He was inspired by a book on real estate investing. Signup and view all the answers

What reason did Brandon give for choosing to work directly with a buyer rather than through a real estate agent?

To avoid paying high commission fees. Signup and view all the answers

Why did Chris mention that his offer for Brandon's property would be lower than expected?

Chris had budget constraints. Signup and view all the answers

How did Chris react to Brandon's frustration and desire to sell the property quickly?

He offered to buy the property but at a lower price. Signup and view all the answers

What did Brandon see on the highway that prompted him to contact Chris?

A 'For Sale' sign by Chris. Signup and view all the answers

Why did Chris express reluctance in offering a high price for Brandon's property?

'I've got some constraints.' Signup and view all the answers

What motivated Brandon to consider selling his property despite potential low offers?

'I would love to put it behind me.' Signup and view all the answers

'Because I’ve got some constraints.' implies that Chris:

'Has limited resources.' Signup and view all the answers

What does Brandon believe about the real value of his house compared to what real estate agents say?

It is overpriced according to real estate agents. Signup and view all the answers

What was Chris's primary concern when considering purchasing Brandon's property?

The potential need for extensive repairs. Signup and view all the answers

What danger does Chris Voss point out in interactions where people are pumping for information?

The danger of revealing too much information and being taken advantage of Signup and view all the answers

What strategy does Chris Voss believe in, as opposed to 'always be closing'?

Always be gathering information and always be qualifying Signup and view all the answers

According to Chris, what is the danger of focusing solely on 'always be closing'?

Revealing too much information to the other party Signup and view all the answers

What does Chris Voss caution about individuals who are just pumping for information?

They might not be genuine prospects Signup and view all the answers

What common scenario does Brandon mention experiencing when he sends out direct-mail letters?

Getting phone calls from people seeking advice without intending to make a deal Signup and view all the answers

What does Chris Voss suggest is a danger when individuals are 'in lusting for closing'?

Giving away valuable information too easily Signup and view all the answers

According to Chris Voss, what negative outcome can occur if someone is focused on 'always be closing'?

'Pumping' for information may lead to exploitation Signup and view all the answers

'Always be gathering information and always be qualifying' is seen by Chris Voss as an approach that leads to what outcome?

'Closing' genuine prospects effectively Signup and view all the answers

'Always be gathering information and always be qualifying' as advocated by Chris Voss helps in distinguishing between what in negotiations?

'Qualified' and 'unqualified' prospects Signup and view all the answers

'In lusting for closing,' what mistake does Chris Voss caution individuals against making?

'Giving all the information that he wants' Signup and view all the answers

What is the main goal of podcasts, according to the text?

To help listeners improve their negotiation skills Signup and view all the answers

How does Brandon humorously try to negotiate with Scott for his shirt?

Offering to trade a signed book for the shirt Signup and view all the answers

What trouble did Scott face when trying to sign up for Chris Voss's newsletter?

He had difficulty texting the requested code Signup and view all the answers

What is suggested as an alternative way for individuals struggling to sign up for Chris Voss's newsletter?

Googling 'Chris Voss Newsletter' for assistance Signup and view all the answers

What did Scott request from Brandon in exchange for his shirt?

Two or three signed copies of Brandon's book Signup and view all the answers

How does Brandon respond when Scott accuses him of negotiating for the shirt off his back?

'I don't want everything, just the shirt' Signup and view all the answers

What aspect of mindset does Chris Voss emphasize for success in negotiations?

Optimism and resilience Signup and view all the answers

According to Chris Voss, why do adolescents often experience a state of flow?

Due to their lack of concern for making mistakes Signup and view all the answers

What does Chris Voss suggest happens when individuals play it too safe across different aspects of life?

They become afraid to embarrass themselves Signup and view all the answers

What does Chris Voss advise regarding the fear of failure and making mistakes?

Be willing to fail and make mistakes without excessive self-blame Signup and view all the answers

According to Chris Voss, what is a common mindset that leads to great discovery?

Taking chances and being open to outcomes Signup and view all the answers

What does Chris Voss believe is essential for embracing discovery and success?

Being open to taking chances and accepting outcomes Signup and view all the answers

How does Chris Voss view the relationship between failure and success in negotiation?

[Failure] is an essential step towards achieving success Signup and view all the answers

What does Chris Voss suggest about the role of making mistakes in personal growth?

[Making mistakes] is vital for personal growth and learning Signup and view all the answers

'Perfection is the enemy of profitability' implies that:

[Seeking perfection] can hinder success and progress Signup and view all the answers

'Who cares? Who really cares?' serves as a reminder to:

[Not overly focus on failures] Signup and view all the answers

What book does Chris mention gifting to others besides his own?

U2 by U2 Signup and view all the answers

According to Chris, what is the next generation of business performance likely to come from?

Understanding the psychology of flow Signup and view all the answers

What is highlighted as a key element in the success of U2 as a business?

Diverse team dynamics Signup and view all the answers

According to Chris, what is the key to going far instead of fast?

Working as a team Signup and view all the answers

What did Chris Voss mention about the impact of being in 'the flow' state?

It enhances pattern recognition and creativity Signup and view all the answers

Which activity does Chris enjoy most in his leisure time?

Spontaneous travel Signup and view all the answers

What does Chris attribute as the reason for U2's success despite their diverse personalities?

'A shared vision' Signup and view all the answers

Which book does Scott mention that relates to triggering psychological responses similar to using drugs like cocaine?

'The Rise of Superman' Signup and view all the answers

'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?

Business performance Signup and view all the answers

'The single greatest hack in the world' according to Chris Voss involves triggering which response in negotiations?

'No' Signup and view all the answers

Why does Chris Voss mention the necessity of a three-to-one negativity to positivity ratio in human wiring?

To explain how negativity helps in predicting future calamities. Signup and view all the answers

How does Chris Voss use the concept of 'negativity to positivity ratio' in negotiation tactics?

By creating a sense of urgency and discomfort to trigger certain reactions. Signup and view all the answers

Why does Chris Voss use the phrase 'you’re not going to like this' when discussing prices with potential buyers?

To lower the expectations of buyers before revealing the actual price. Signup and view all the answers

How does Chris Voss manipulate the emotional state of potential buyers in negotiations?

By triggering the 'caveman wiring' through anticipation of worse scenarios. Signup and view all the answers

What is the purpose of Chris Voss mentioning a foreclosure sold for $75,000 in real estate negotiations?

To provide buyers with a benchmark for comparison. Signup and view all the answers

How does Chris Voss's negotiation strategy differ from traditional approaches in real estate?

By focusing on emotional manipulation rather than logical reasoning. Signup and view all the answers

What effect does Chris Voss aim to achieve by evoking a 'three-to-one negativity to positivity ratio' in potential buyers?

To trigger emotional responses and lower price expectations. Signup and view all the answers

What role does the phrase 'you’re not going to like this' play in shaping buyer perception during negotiations?

To prepare buyers mentally for less favorable price points. Signup and view all the answers

How does Chris Voss utilize emotional triggers in negotiation tactics?

By appealing to buyers' instincts and creating discomfort. Signup and view all the answers

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.

Studying That Suits You

Use AI to generate personalized quizzes and flashcards to suit your learning preferences.

Description

Test your knowledge on a good hostage negotiation approach that utilizes emotional intelligence to create a collaborative environment. Discover key strategies and techniques that can help in successful negotiations.

https://www.youtube.com/watch?v=W-EHzNwyxfQ