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B2B Growth: Your Daily B2B Marketing Podcast

1421 EpisodesProduced by Sweet Fish MediaWebsite

A daily podcast for B2B marketers. 3.5 million downloads and over 1,600 episodes. Co-hosted by a braintrust of people that would never use a word like braintrust.

27:38

1009: 4 Strategies to Become a Master Negotiator in B2B Sales (Part 1) w/ Chris Voss

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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