4 Strategies to Become a Master Negotiator in B2B Sales (Part 1)

In this episode we talk to Chris Voss, Chris is a renowned author and negotiation expert. He is a former FBI hostage negotiator, the CEO of The Black Swan Group, and author of the Wall Street Journal best-selling book, Never Split the Difference.

This is Part 1 of a 2-part conversation, where Chris shares:

Why the negotiating strategies he deployed as an FBI hostage negotiator can be used in all kinds of life scenarios, especially B2B sales.

Why these strategies are not manipulation, but good practices to understand anyone with whom you’re negotiating (or simply communicating).

In this episode, Chris shares the 1st and 2nd of 4 specific tactics you learn from FBI hostage negotiation:

1) Mirroring

2) Labeling

Stay tuned for tomorrow’s episode where Chris continues with:

The 3rd & 4th of 4 specific tactics you learn from FBI hostage negotiation:

3) Using the Power of ‘No’

4) Getting to ‘That’s Right’

Finally, Chis shares the most important element of any negotiation: Black Swans.

For more negotiating tips, sign up for the Black Swan Group newsletter by texting: FBIEMPATHY to 22828.


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Posted on June 15, 2019 in B2B Growth

James Carbary

About the Author

James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).

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