Inside Influence

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Chris Voss - How to negotiate like your life depends on it

Season 1, Ep. 143


Hey everyone - the Inside Influence team and I are taking an eight week sabbatical this winter (or summer if you’re in the Northern Hemisphere) to generally reset, recalibrate and refill our creative tanks.


For many of us, myself included, that means traveling across the world to see family members where it’s been far too long between hugs.


To keep you fueled while we’re gone, we’ve traveled back through the archives and pulled out four of our favorite Inside Influence episodes of all time. I can also hand on heart say that each of these has, in some way, radically changed how I show up, lead and influence.


If you're new to the Inside Influence crew, enjoy the ride. If you’re a long time listener, these are definitely conversations worth listening to twice.


Stay safe and we’ll see you back with a brand new season in August.


Today’s Guest 

What if I told you that as well as caffeine, chocolate, and your iPhone, you also had a yes addiction? My next guest, Chris Voss was the FBI's lead kidnapping negotiator. And what that means is he had to understand influence at a level and with stakes that you and I can barely imagine. For his 24 year tenure in the FBI, he was trained in the art of negotiation at Scotland Yard, at Harvard Law School. He's also the recipient of the Attorney General's Award for Excellence in Law Enforcement and has taught business negotiation at a number of prestigious universities around the world.


He's the founder and CEO of the Black Swan Group. And he's also the author of Never Split the Difference, which is a book that I genuinely cannot recommend highly enough if negotiating, persuading, or influencing is a part of your daily life, which I can promise you, it is. In our conversation, we jumped into a number of really fascinating conversations. The first of which was how yes is actually the last thing we want to hear, which blew my mind because I had assumed that negotiation was all about getting to a yes. And apparently, not one single hostage negotiation technique is designed to get a yes. What are they designed for? You'll have to listen.


LinkedIn: https://www.linkedin.com/in/christophervoss/

Twitter: @VossNegotiation


You’ll Learn
  • High stakes conversations: How to prepare your mental state when going into these conversations where literally lives are on the line? 
  • Delivering bad news: how to do it quickly and efficiently and get straight into what's next.
  • How to kick off a negotiation and how to close it.


This conversation, I think, is by far one of my favorite ones in the podcast so far. Chris has so many years of experience in international crises and high-stakes conversations. And it really showed me again that all the theories and the ideas and the models in the world count for nothing until you have been down on the ground in a high stakes situation and you've really had to put them to the test. I invite you to sit back, listen, take a fascinating peek behind the curtain of what has to have been one of the most interesting careers I've ever heard of. And as a result, take some tools, and in the words of Chris, start negotiating like your life depends on it.


Subscribe to and Review the Inside Influence Podcast

Thank you for tuning into this week’s episode. If the information in my interviews have helped you please head to iTunes, subscribe to the show, and leave an honest review. Also, don’t forget to hop on my website juliemasters.com and download my new ebook The Influencer Code or become an insider by signing up to my newsletter.



More Episodes

9/6/2022

Jeff Immelt - The Hotseat: Leading GE through controversy and crisis

Season 1, Ep. 147
What does it take to face your critics?I mean squarely, unflinchingly – with full self-responsibility. However, and this part is all important, still willing to defend yourself when it counts?Responsibility is an interesting word. I always understood it to mean ‘the ability to respond’. Taking full ownership of the fact that, while you may not always be able to control WHAT happens – you are always able to control what you do next.As a place to begin, I think it’s a good one.However, what we don’t often talk about is moments where – the stakes are sky high, the information is ever changing – and there are only bad options on the table.That, as my next guest would say, is leadership in the hot seat.Now imagine you’re new to the reins of one of the world’s most respected brands, have woken up to a Global tragedy that implodes a huge proportion of your revenue, an out of control 24 hour news cycle, all eyes on you – and the legacy of the company now rests in your hands.Today’s Guest  Jeff was the 9th Chairman of GE and served as CEO for 16 years. He has been named one of the “World’s Best CEOs” three times by Barron’s. During his tenure as CEO, GE was named “America’s Most Admired Company” by Fortune magazine and one of “The World’s Most Respected Companies” in polls by Barron’s and the Financial Times. He has received fifteen honorary degrees and numerous awards for business leadership and chaired the President’s Council on Jobs and Competitiveness under the Obama administration. He is now also the author of ‘HOT SEAT’, a memoir on leadership in times of crisis. A book that grabbed my attention with one of it’s opening lines… “My legacy as the CEO of GE was at best ‘controversial”.Now, if you take any time to read the press coverage of Jeff’s tenure as CEO of GE, having taken over the reins from the legendary Jack Welch in 2001. Along with accolades you might also read words like ‘tumultuous’, ‘misguided’ or at worst ‘a disaster’.Yet, what you might not read, is that during those 16 years, GE generated more earnings and cash flow than the previous 110 years combined.You’ll LearnThe three voices that every leader must master in order to effectively drive change.Why the role of any leader during – and after – a crisis is to learn how to ‘absorb the fear’ of their teams. Why it’s so much easier to talk about our successes than our failures, especially if there was no great hero’s triumph at the end. References and links mentionedJeff’s new book  ‘HOT SEAT’ https://bit.ly/3qfGligSubscribe to and Review the Inside Influence PodcastThanks for tuning into this week’s episode of the Inside Influence Podcast! If the information in my conversations and interviews have helped you in your journey, please head over to iTunes, subscribe to the show, and leave an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing people just like you!Also, don’t forget to hop on my website https://bit.ly/3dcRsoF download my new ebook https://bit.ly/3djTTps and sign up to my weekly newsletter https://bit.ly/3vRZWYX 
8/23/2022

Vanessa Bohns - You have more influence than you think: How to get to yes and learn to say no

Season 1, Ep. 146
Have you ever felt invisible or inarticulate - especially when it comes to asking for what you want? Given the sheer volume of books in bookstores right now on the subject of influence - how to get more, how to get people to do what you want, how to speak up. You could be forgiven for thinking that we are hopelessly lacking in power. Yet, what if instead of a lack of knowledge, we actually have a lack of awareness about the real power of our words, actions and presence when it comes to influencing the actions of other people. Basically, in the words of my guest today, what if we all have tons more influence than we think?Whether attending a meeting, sharing a post online, or mustering up the nerve to ask for a pay rise, the research shows that we tend to assume that our actions and requests are going to be declined, or at least that we will have to convince, persuade, or metaphorically drag people across the line to join us. The truth according to today’s guest could not be further from that. In fact the research that people are always TWICE as likely to agree to your request than you believe. Twice as likely!Unless, of course, you loose the opportunity by not asking directly for what you want.Today’s Guest Vanessa Bohns is a social psychologist and professor of organizational behavior at Cornell University. Her work has been featured in the New York Times, the Wall Street Journal, The Economist, First company, list goes on. Her first book, You Have More Influence Than You Think, offers science based strategies for observing the effect we have on other people, reconsidering our fear of rejection, and even sometimes pulling back to use our influence less. It's I would say, essentially a call to stop searching for ways to gain influence, get more influence than you have, and to start recognizing the influence that you already have and get smarter about using it.Instagram   @profbohnsTwitter:   @profbohnsYou’ll LearnThe distinction between consent and compliance - and why that’s essentially for using your influencing powers for good and not evil.Why people are predictably and reliably always twice as likely to say yes to your requests than you think they are.Why so many people say yes when they actually mean no - and how to tell the difference.Practical ways to ask for what you want that stack the odds of a yes even further in your favor.What really stuck with me was how difficult we find the word no. Both saying it, but also creating the environments or relationships where we are likely to hear it. How different would our lives be if we believed Vanessa's words that: "Saying no is a complete sentence." What if the people around us knew that they could 100% trust our ‘yes’ because they could also 100% trust the clarity and the conviction of our ‘no’. Subscribe to and Review the Inside Influence PodcastThanks for tuning into this week’s episode of the Inside Influence Podcast! If the information in my conversations and interviews have helped you in your journey, please head over to iTunes, subscribe to the show, and leave an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing people just like you!Also, don’t forget to hop on my website https://bit.ly/3dcRsoF download my new ebook https://bit.ly/3djTTps and sign up to my weekly newsletter https://bit.ly/3vRZWYX 
8/10/2022

Nathan Chan - The Foundr journey: Passion, momentum and creating your own MBA

Season 1, Ep. 145
If I asked you to create your own MBA – specifically tailored to you and your life, goals, challenges and questions – what would be in it? What would the modules be?Next question, who would teach it? If you could choose any name on the planet, who would you want to learn from and what questions would you ask?Then the final question – once you have those answers - what would you do next?For my guest today – his journey into these questions began one morning alone on a train in Melbourne, traveling to a job he disliked, as part of a life in which to use his own words, he hadn’t really achieved much.The answers he received, however, led him to go on to create one of the most successful digital magazines on the planet. An empire that has so far helped millions of entrepreneurs across the world to have the life, impact and business of their dreams.What he learned along the way? Well that’s an MBA money can’t buy.Today’s GuestNathan Chan is the Founder of Foundr, a magazine he launched back in 2013 with “nothing but a laptop and a fistful of dollars.” Driven by a frustration with the lack of quality actionable content for entrepreneurs and founders. Fast-forward to the present, Foundr now connects millions of people every month with some of the most successful living entrepreneurs of our generation. Magazine and interviews include Richard Branson, Tony Robbins, Arianna Huffington, Mark Cuban, Tim Ferriss, Peter Diamandis, Bobbi Brown, and many more.  Nathan's mission and the mission of Foundr is to break down the strategies and experiences of successful entrepreneurs on the planet into actionable, battle-tested content and courses so that ANYONE can make the impact they want in the world.Facebook:  @foundrTwitter:  @foundrInstagram: @foundrYou’ll learnWhy we are all Founders - Founders of our ideas, teams, business or movements.How to build a ‘waitlist’ of people wanting to work with you. This is a total flip on the current idea of recruitment and ‘the war for talent’.How Foundr went from ‘zero’ to nearly a million engaged Instagram followers in literally the blink of an eye. Plus Nathan’s recent journey into ‘burn out during the pandemic - and what he did (and continues to do) to reconnect and recommit to fuelling his own fire first.What questions do you have? Where does your curiosity naturally lead you? Find that space – and that’s an MBA worth pursuing.References and links mentionedNathan is offering listeners two free trainings. Simply follow the links: https://bit.ly/3QxLGMV and https://bit.ly/3P9hQ01  Subscribe to and review Inside Influence PodcastThanks for tuning into this week’s episode of the Inside Influence Podcast! If the information in my conversations and interviews have helped you in your journey, please head over to iTunes, subscribe to the show, and leave an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing people just like you!Also, don’t forget to hop on my website https://bit.ly/3dcRsoF download my new ebook https://bit.ly/3djTTps and sign up to my weekly newsletter https://bit.ly/3vRZWYX