Never Split The Difference: An Interview with FBI Negotiator Chris Voss

I used to negotiate much like he suggests -- AND LOST DEALS BECAUSE OF IT. I'm much smarter now.

If you go back and forth more than a couple of times in email over a domain name, I can tell you from experience that your next reply will be "thanks, but we've found a better deal". People want things fast, and you're kidding yourself if you think people are going to spend 10 days playing some game with you.

Decide on your price, reconsider if a lower offer comes in, and deal with it directly. Leave the used car sales tactics where they belong -- in a 1980's used car lot.

 

Keeping politics aside. Trump has made a fortune negotiating. More to be learned about negotiating by Trump than others that are attacking his success due to politics....

 

You're joking, right?

Trump's "Mexico Deal": Total Failure
Trump's "Taiwan Call": Total Failure
Trump's "Get Romney Back" Deal: Total Failure
Trump's Casino Deal: Total Failure
Trump's Airline Deal: Total Failure
Trump's "Trump University" Deal:Total Failure
Trump's "Trump Vodka" Deal:Total Failure
Trump's "Carrier" Deal:Total Failure

Right now he can't even get a BAND to play at his inauguration. The author of hos book "Art of the Deal" came forward and called Trump "a fraud".

His fortune is from his inheritance, and most of it has been lost on his business failures.

 

I guess some people can't keep politics out when "TRUMP" is mentioned..Best of luck to you....

 

I made no mention of politics. Those were BUSINESS deals, in direct response to your post.

 

WRONG.

He has less money now than if he had spent all of his time finger painting and put his inheretence into a simple index fund, according to the experts.

http://fortune.com/2015/08/20/donald-trump-index-funds/

 

Relax...There is a political thread here on NamePros if you want to let it out and vent...Again, best to you.

 

Excellent, thanks Keith.

 

One thing I've found is some people, possibly because they know they are not good negotiators, simply won't negotiate.

Their first offer, even though they don't always say it, really is their best, take it or leave it offer.

As soon as you counter, even slightly higher, they back out.

The tricky part is working out which offers are opening offers, where they are willing to come up a lot, and which ones really are their best price.

 

Someone just sent me this message via PM:

Just wanted to reach out and say thank you for your blog post on Never Split The Difference. I'm only 3 chapters into it, but I can already say this is the best negotiating book I've ever read. Tons of value... thanks again!

 

Great work Keith... This truly gave domainers some valuable pointers to use while negotiating with clients

 

Thanks for postiung that. I tended to think there were two types of negotiator. The guy who makes his final offer up front, and won't budge, and the guy who offers a nominal amount to see how low he can get you to sell. I hadn't thought about the analyst - I guess we need to convert the other two into analysts to get the maximum revenue.

 

To make things simple... Don't negotiate too much if you can't walk away from a deal.
People like Mike Mann surely leave the table many times before to get those awesome final prices.

 

Very exciting

 

Can understand about your feeling, that it has a interrogating feel to it!

If, you consider the authors background, it is probably a form that comes easy to him.
I sure wouldn't copy and paste those three questions. I might rewrite them to fit more my style.

Great summary @Keith DeBoer
Might even buy the "book"

 

great now let him read next

"the art of the deal "
- no just joking that will tell you nothing ... but how great he is..

let him read :

Secrets of Power Negotiating: Inside Secrets from a Master Negotiator 18. November 2010
Roger Dawson

thats the only book you will ever need on that topic

 

Nice interview.

Sounds like everyone should put this book on their holiday wishlist. Am I right @Keith DeBoer?

 

I have to update my recommendation:
this is better ( I guess )

 

Thanks guys!

You'll be happy to know that with the permission of NamePros and myself, this interview was reprinted in the Masterful Negotiation 2017 Yearbook.