In this episode, we meet Chris Voss, the world's #1 negotiation expert and former FBI hostage negotiator. Chris wrote the best-selling book Never Split the Difference and now joins us to discuss the art of negotiation, particularly for complex B2B deals. Key takeaways include: 1. Power of 'No': Learn how saying 'no' can be more effective than the usual push for 'yes' in negotiations.2. Tactical Empathy: Discover how understanding emotions plays a crucial role in successful negotiations.3. Navigating Unforeseen Challenges: Chris explains how to deal with unexpected 'Black Swans' in business deals.4. Long-Term Relationship Building: Insights into fostering sustainable business partnerships.5. Calibrated Questions: Mastering the art of asking the right questions to steer negotiations in your favour. Revenue Journal is powered by Upsales. We bring you the latest strategies, insights and stories on how to grow B2B revenue. Learn more: ⁠⁠⁠⁠Revenue Journal⁠⁠⁠⁠ Grow revenue faster: ⁠⁠⁠⁠Upsales⁠⁠⁠⁠ Join: ⁠⁠⁠⁠The Executive Network⁠⁠⁠⁠ Stay up-to-date: ⁠⁠⁠⁠Subscribe to all content⁠⁠⁠⁠ Connect with: ⁠⁠⁠⁠Daniel Wikberg (00:00) Introduction to the Episode (00:24) Chris Voss's Background and Journey to the FBI (01:35) Transition from FBI to Business Negotiation (03:35) Client Profile and Learning Mindset (04:59) Tactical Empathy in Negotiation (06:10) The Power of 'No' in Negotiations (08:20) Handling Black Swans in Deal-Making (11:02) Transparency and Trust in Sales (13:17) Anchoring in Negotiations (15:09) Common Mistakes in B2B Deals (17:09) Implementing Negotiation Strategies in Organizations (20:47) Dealing with Angry Customers and Renegotiations (24:21) Identifying and Handling Difficult Clients (29:04) Calibrated Questions in Negotiations (34:15) Balancing Openness and Protecting Interests (37:49) Creating Urgency in Negotiations (39:17) Key Takeaways and Final Thoughts