What happens when more than 30 years of sales experience meets 24 years of FBI negotiation experience?
In this episode, Joe Dalton sits down with Chris Voss, former FBI lead international kidnapping negotiator and author of Never Split the Difference, for a practical discussion on what really makes sales and negotiation work.
This is more than an interview. It’s a conversation between two practitioners comparing the methods, principles and best practices they use to understand people, uncover what is really being said and move important conversations forward.
Joe brings decades of experience in sales and commercial conversations, while Chris draws on lessons learned from some of the highest-stakes negotiations imaginable.
Together, they explore tactical empathy, listening, mirroring, handling objections, reading the person across the table, uncovering hidden information and knowing when to walk away from a bad deal.
They also discuss why great salespeople are often quieter than people expect, why “that’s right” can be more powerful than “yes,” and why the strongest negotiators focus less on convincing and more on understanding.
Along the way, Joe and Chris discover a number of striking similarities between the principles they each use in sales and negotiation.
A fascinating conversation about human behaviour, communication and the skills behind better commercial outcomes.
Joe Dalton
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