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Chris Voss – Never Split the Difference When Selling Your Company

This week we asked Chris Voss to provide Built to Sell Radio listeners with a crash course on negotiating the sale of your business.

Chris is the author of the mega bestseller, Never Split the Difference, and is recognized as one of the world’s best negotiators. Chris used his many years of experience in international crises and high-stakes negotiations, to develop a unique approach to negotiation and this week, he reveals how his approach applies to selling a business.

Prior to starting his training firm, The Black Swan Group,  Chris was the lead international kidnapping negotiator for the FBI.

Chris served as the lead Crisis Negotiator for the New York City division of the FBI. He was a member of the New York City Joint Terrorist Task Force for 14 years. He was the case agent on the TWA Flight 800 catastrophe. He also negotiated the surrender of the first hostage taker to give up in the infamous Chase Manhattan Bank robbery.

During Chris’s 24-year tenure with the Bureau, he was trained in the art of negotiation by not only the FBI, but also Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.

Chris has taught business negotiation in MBA programs at the University of Southern California Marshall School of Business and Georgetown University McDonough School of Business. He also taught business negotiation at Harvard University and guest lectured at the Kellogg School of Management at Northwestern University, the IMD Business School in Lausanne, Switzerland, and the Goethe Business School in Frankfurt, Germany.

If you have ever wanted to know how to punch above your weight in a negotiation to sell your business, this episode is for you.

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📽️ Clip of the Week

In this clip, Chris shares the power of utilizing silence in a negotiation to sell your business.

💬 Quote of the Week

“If you settle on a price, at best you’re 65% of the way through the negotiation.”


Watch the full interview with Chris Voss here.

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