Episode 116

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Published on:

6th May 2019

97: Chris Voss - Negotiations and Tactical Empathy

Chris Voss, author of Never Split the Difference and CEO of the Black Swan Group joins me to talk about everything negotiations and using tactical empathy day to day.

Difference between hostage and business negotiation
Truly listening 
Dangers of win-win mindset
When you enter a negotiation
Your values vs company values
Not being held hostage yourself
Creating urgency when it doesn't appear to be there

Want to learn more from Chris? Text FBIEMPATHY to 22828.

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About the Podcast

Make It Happen Mondays - B2B Sales Talk with John Barrows
John Barrows helps sales leaders decide whether to replace or rebuild their teams for the AI era. Drawing on 25+ years with Salesforce, LinkedIn, Google, and Amazon. Weekly tactics and guests to help you sell at a consistently high level.
John Barrows helps sales leaders decide whether to replace or rebuild their teams for the AI era, drawing on 25+ years working with Salesforce, LinkedIn, Google, and Amazon. He advises CROs and VPs of Sales on AI readiness, team structure, and go-to-market strategy. He trains sales teams on the fundamentals that drive consistent performance, with or without AI.