Negotiation and Closing, with former FBI hostage chief Chris Voss

In this episode of Keep It Brief, I sit down with Chris Voss to break down the negotiation frameworks every business owner should actually know. We unpack why chasing “yes” kills deals, and how one simple shift, getting the other side comfortable saying “no”, helped a recruiter cut 300 cold calls down to 75 while producing the same results. Chris also explains tactical empathy, why phrases like “it seems like…” open people up faster than “I understand,” and how labels can lower resistance in high-stakes conversations. We get into why “splitting the difference” creates lose-lose outcomes, the psychology behind bad compromises, and how the best negotiators build deals that hold long term. Finally, we break down the three emotional traits that drive peak performance in negotiation: curiosity, playfulness, and gratitude, and why your mindset impacts your ability to spot red flags before you walk into the wrong deal. Comment Brief 1 on my latest Instagram post for a PDF of my notes and takeaways from this episode! FOLLOW KEEP IT BRIEF: 📸 ⁠ https://www.instagram.com/keepitbriefpod MORE FROM NATALIE DAWSON: 📸 ⁠ https://www.instagram.com/nataliedawson 🎥 ⁠https://www.tiktok.com/@thenataliedawson 💼 ⁠https://www.linkedin.com/in/thenataliedawson/ Teamwork: ⁠https://thenataliedawson.com/nd-teamwork Take my breakpoint quiz: ⁠https://cardoneventures.com/yt-NDbbq Check out my next event: ⁠https://cardoneventures.com/yt-ndEE MORE FROM CHRIS VOSS: 🌐 Website: https://www.blackswanltd.com Information shared here is for educational purposes only. Individuals and business owners should evaluate their own business operations and identify any potential risks. The information shared here is not a guarantee of success. Your results may vary. Copyright [⁠CardoneVentures.com⁠] (⁠https://cardoneventures.com⁠) 2025