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[00:00:01] You're listening to Scaling Up Services where we talk with entrepreneurs authors organization specialists and thought leaders to provide you the knowledge and insights you need to scale your service based service faster and easier. And now here is your host Service Coach Bruce Eckfeldt. [00:00:20] Invite everybody, this is Scaling Up Solutions, I'm Bruce Eckfeldt I'm your host and our guest today is Chris Voss and Chris is CEO and creator of The Black Swan Group.

I indicate I'm delighted to have this.  This Author  think we're gon na get some good insight and some great viewpoint on approaching negotiation. So with that. Chris welcome to the program. [00:00:45] Thanks Bruce. Pleased to be here. Thank you for having me on. [00:00:48] Yeah. So what are the important things I love about your book and I've got a lot of service folks service pals that discuss never split the difference.

You know that's a various case than the kind of things you need to deal with. So what do you tell us a little bit about your background and how the book happened and after that we can enter a few of the ideas. [00:01:21] Well it's true I am a recovering FBI agent. [00:01:25] I've remained in healing for about 11 years now. [00:01:29] Yeah. [00:01:30] Fbi captive mediator was a lead worldwide kidnapping mediator and really one of the huge distinctions since there's sort of there's sort of two tools in all this settlements.

The Black Swan Group - Crunchbase Company Profile & Funding

That was a basic basis of bank robbery hostage negotiations a barricade hostage settlements whereas a captive negotiator wanted to get whatever and you understand as a good friend of mine utilized to state we offered jail sentences and we had by hostage mediators the ultimate cold call. [00:02:15] And see the important things is though we duplicate consumers.

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Well that's not real. [00:02:27] If they you understand if we talked only pride in killing anybody if they didn't eliminate any person there were no acts of violence and they're going to do that much time in prison they're going to get up we're going to state yeah. [00:02:36] So we had repeat customer.