What's it like negotiating against one of the top negotiation experts in the world Chris boss Well, I get to learn in this episode exactly what that feels like doing the 60 seconds or she dies drill This is phenomenal. You're not gonna want to miss it And if you're just joining us, I really encourage you make sure you hit that subscribe button we've got a lot of phenomenal videos just like this one with Absolute experts in their field diving into the thing that they do best. Let's get into it for everyone here Who's just joining us Chris Voss master hostage negotiator former FBI International kidnapping negotiator is here and he is gonna do something called. What is it called? Chris 60 second story she done It's gonna be fun, so I hope you guys are ready alright So one of us is gonna be a bank robber and the other one of us has got to be the hostage Negotiator and I will give you the option as to which one you would like to be Which one would you like to be Chris? Well, I normally play the bank robber but you know sometimes people want to say what would it look like if one of you guys are doing it, so You know we or we could run it both ways We could do it once with me as the negotiator and you as the bank robber and then we can turn the tables Let's do that. I'd be curious to see how it is on the other side. All right I'll be the bank robber first. You'd be the negotiator first All right. So when you ready, I mean, you can't the only restrictions a negotiator has the negotiator cannot give Transportation you can't give drugs or alcohol you can't give weapons Can't do any kind of a hostage exchange No one comes in people only come out we simulate being over the phone When they go chair is ready to go and you'll be the negotiator the first time you say ring-ring and we start Alright guys as well just as a heads up I am NOT a pro and we're going against the pro so cheer me on here Hopefully I can survive this 60 seconds or she'll die All right, let's do it ring-ring and Anita crying sixty seconds until she dies a car a car in 60 seconds or she dies Who is who she don't worry about that. You got 57 seconds 57 seconds What what you need a car for what do you think? I need a car for 50 seconds 50 seconds. Well, I'd love to get you a car. I don't know that I can get you a car in 50 seconds So you can get this is over and give me a car. Okay, how long? You just agreed to a car. You said you don't think you can get into 60 seconds, which means you can get it So how long didn't tell me how long you need? It's a great question I'd have to talk it over some other people But before I do, you know we're talking about cuz you just said you could do it. So now 35 seconds 35 seconds. Well, if she dies, you're not gonna get anything. So now you threaten rush you think that makes sense 30 seconds What am I supposed to do here car in 30 second 85 seconds. I couldn't even drive there in 25 seconds You've got cars all over the place to lie to me people are on the outside you got 20 seconds How am I supposed to do that Put the car out front leave the keys in a car leave the door open get out of the way 15 seconds Tell me what's gonna happen after I give you the car I'll tell you that this woman is gonna die in ten seconds If you don't put that car out front so she's dead If I don't give you the car and I don't have her life safe if if she is seven seconds Do I get any promise from you that she lives after the girl? How am I supposed to do that three two one Man that is hard. I have to admit I have to admit I kind of froze up there is Good stuff. You did some good support of freezing up is you got a couple of skills already? My tone of voices would close the freezer Yeah, the harsh tone of voice actually kind of locks your brain up now Yeah, and you had trouble getting out of how am I supposed to do that? You weren't sure of which direction to go It's a really effective skill The interesting thing about it is it's so effective and people get used to how well it works that the one time they drop it and it doesn't work that kind of frees up and that that's When we run this exercise, we're a little harder on people when that weight and they say to us How am I supposed to do that? Because what I actually did to let you know that it wasn't gonna work I told you how to do it Yeah, and you disregarded that and then you asked me how to do it again Now if you ask me how once and I told you and you asked me again Unfortunately what you just taught me is that you're not listening to me. Mm-hmm So and that that's but that one in particular and I was I was pretty hard on you but we're a little harder on that one because it is so effective that We know that the one time the person on the other side tells you how to do it Most people are so flummoxed by it. It catches them off guard. They don't know where to go from there as the hostage negotiator I felt like I was in a box from the beginning like I felt small I felt like I've got to protect myself. I felt like this guy's not gonna give me anything I'm looking for I don't know how to ask for it. Now. He's yelling at me now I'm afraid of getting yelled at it was a very weird feeling Let's go through that and I'll bet if you were wearing a Fitbit or an Apple watch We just obtained it your heart rate. Shut up. It is through the roof right now Which is another really crazy thought about your minds influence on the body because if we were just sitting here talking And I were to say to you. All right. Double your heart rate right now just double it you'd be like no That's stupid. Yeah, I got to do jumping jacks or something to double my heart rate Yeah, but instead, you know I triggered an emotional response in you and banging your heart rate double Which is it's a really crazy thought when you think about well if we could do it by accident What can we do with our brains if we wrapped a? Way to control that force wrapped our minds around how to control it Which is the whole collar thing and some other stuff that I was talking about? That's what we start to stumble into an humor performance, which is an awful lot of fun It's that was incredible. It was a minute 38 seconds. It felt like 15 seconds She died You get 98 seconds out of that yeah, that was really good You see that's a victory. You're originally given 60 seconds. You got it 298. I mean that Anytime you need go she ate one second past the deadline You've done one Alright so you're gonna be okay Let's flip the script while we're doing this. I think this is really fun for people My heart is still pounding through my chest guys. So, you know, give me a little bit of a break here It is Chris boss after all All right I'm ready when you are ring-ring 60 seconds. Give me a car out front or she dies Sounds like you want to live through this I'm not determined on either direction. I'm gonna go but you tell me what's gonna happen. Well OC ii sir. She's gonna die That's what you want the car for isn't it? Cuz you want to live Are you coming or not? I want I want to see you get out of this. I want to see you live. I Just want to make sure that's what you want I mean 34 seconds or she's dead cars gonna be out front Doesn't doesn't sound to me like you want to live. I mean as long as I know you want to live it I mean I have my how am I supposed to know? If you're not if you're not gonna want to live if you're not gonna give me a chance What are we talking about? Okay, I want to live and the car I need outside in seven seconds where she's gonna die and then it doesn't matter what happens From there. No this it sound like you're gonna give me a chance I don't think you're telling me the truth, you know, you're not giving me a chance in the point of fact, I mean you haven't three two one See now you you were never gonna give me a chance. That's the problem. No, no stubborn there are some deals that you're just never gonna make it part of the negotiators job up front and point of fact and It's in in a hostage negotiation world We assume that everybody at the bank is there because he wants to get away from the bank in point of fact suicide-by-cop almost always takes place at a bank Because the guy doesn't want to get away. There was never gonna be a deal And so we have to figure that out right away and if you're never gonna give me the deal I was so committed to not letting you Give me the deal that I was ready for her to die And therefore I was ready for me to die because without her it's almost a foregone conclusion essentially I was so stuck in not letting you win that I wasn't gonna let myself win at the same and and Does that ever happen in business negotiations? It does but how do we break through that because it's gonna happen from time to time where the person is You know shooting themselves in the foot Despite what they really want, right and that and that in fact in point of fact is the question The issue is not how do we guarantee? success, but what's our best chance of success and About 20 percent Actually, I know the number is much higher But about 20 percent of the deals or false deals. I'm never going to happen a Book they of the challenger's sale actually did did a survey on it and they said they said in point of fact They survey executives and said how often are you just never gonna make a deal with the other side? And you just talk to them because you know, you got all kinds of reasons you're gonna sound like you're gonna make the deal but you're never actually gonna make it and They admitted the 20% which which effectively is to say, how often do you live the other side now? There's no way they exaggerated that number So the number is 20% to floor and as soon as we you know That was the one thing that when we wrote the book we didn't really delve into something that we call proof of life now much At all because I didn't imagine it would be a problem I couldn't imagine if people wouldn't come to the table not intending to make the deal, you know point of fact the Challenger sale pegs the number 20% of the time we think the numbers actually in some instances as high as 80% of the time Wow because we trained people to watch out for this now and Those that are watching out for getting much higher numbers So for everyone who's watching and listening if you want to be able to negotiate like Chris be able to lock up some? Into a complete freeze or breakthrough when they are frozen I got to encourage you guys to click below check out this amazing class And training that Chris has put together and I hope forward to seeing you guys there and that you apply some of these strategies yourself Thanks, man. That was fun. Oh It's so much fun. I hope you guys enjoyed this clip and wooof Negotiating against Chris boss is no joke. Definitely. Let me know in the comments below What was one of the toughest negotiations you've ever been in that was definitely mine Make sure you hit that subscribe button And if you love this, you're gonna love some of the other things we've done including the full-length episode with Chris Foss which you can check out right up here and Especially for our audience. We put together a phenomenal Training with the Chris Voss team on negotiating during uncertain times and you can get full access to that Just head over the link and register at the investor mindset comm slash Black Swan We've got a link down below and you'll get instant access to the full recording It is incredible what they've been able to put together for us in our community So as I leave you as I always do I encourage you to live a life with inspiring others you can do So today by applying some of the stuff that Chris Potter Thank you for listening to the investor mindset podcast if you like what you heard make sure to rate reviews, subscribe and share with a friend Head over to the investor mindset calm to join the insider club where we share tools and strategies from the top investors and entrepreneurs On how to take it to the next level You
