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Timestamps

• [00:22] Introduction and background of guest
• [01:20] Tracing Chris’s life journey
• [01:54] Discussing the importance of life-long learning and openness
• [02:26] Learn about a creative test which can help you determine if a person has a high degree of openness
• [04:30] The 3 default types of people according to Chris Voss
• [05:31] Can you become a master negotiator if you do not have a high degree of openness?
• [05:55] How a high degree of emotional intelligence can help you become a better negotiator
• [06:33] Chris elaborates on negotiation strategies used by FBI
• [07:18] Learn how Chris ended up as the only FBI agent ever to take up the course on negotiation in Harvard Law School
• [07:53] Negotiating strategies that Chris employed while dealing with his boss who attempted to prevent him from going to Harvard Law School
• [10:48] Discussing the bearing of negotiation on success
• [13:03] Is it okay to treat negotiation as a game?
• [13:36] Should you bring emotions into your negotiations?
• [16:24] Discussing the tendency of people to treat negotiations as nefarious
• [17:11] The dark side of emotional intelligence; should you be wary of people with extremely high emotional intelligence?
• [18:20] What are calibrated questions, and how are they important for negotiations?
• [21:50] Do negotiation strategies work only on a particular generation?
• [22:41] Do millennial’s have a high degree of emotional intelligence?
• [25:36] Should you employ a different negotiating strategy for dealing with millennial’s who have less experience in dealing with people?
• [27:15] Discussing the current trend where women representation is becoming larger and larger
• [28:14] Paul shares how he saved 22 grand on his Ford Expedition using Chris’s negotiation strategies!
• [28:47] Using calibrated questions to positively affect negotiations
• [30:41] What is the likelihood of folks reacting negatively to calibrated questions?
• [32:29] What happens when you push someone to an absolute limit in a negotiation?
• [34:09] Chris shares an important negotiating mantra – A bad deal is worse than a no deal
• [35:40] Discussing the importance of empathy in a negotiation. Is empathy more important than even assertion?
• [36:00] How do you practice for best results in negotiation?
• [38:07] How can you learn more about Chris’s tactics?