During Chris’s 24 year tenure in the FBI, he was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Now he runs a top consulting company and teaches negotiation to graduate students at universities like Harvard and Georgetown.
In this conversation, we discussed several ways you can negotiate in your day to day life, including getting discounts on anything you buy, closing huge business deals, and walking away from deals and relationships that will never work out. I can’t wait for you to hear what Chris has to teach in Episode 902.
In this episode, you will learn:
How you can learn to not get defensive when triggered (5:44)
Tools to use when making a deal in business (13:02)
Why asking “why” questions make people defensive (21:40)
Ways to negotiate client deals if you are just starting out in your career (27:25)
The formula to get people to do things for you because they feel like it (31:48)
How to be a great sounding board for someone to work through their feelings (40:35)
A role-playing exercise you can do with a friend to practice negotiation (51:51)