The Black Swan Group – The Andy Bourne

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[00:00:01] You're listening to Scaling Up Services where we speak with business owners authors company specialists and thought leaders to offer you the knowledge and insights you need to scale your service based business quicker and easier. And now here is your host Company Coach Bruce Eckfeldt. [00:00:20] Invite everybody, this is Scaling Up Services, I'm Bruce Eckfeldt I'm your host and our guest today is Chris Voss and Chris is CEO and founder of The Black Swan Group.

I mean I'm thrilled to have this. I think we're gon na get some excellent insight and some great perspective on approaching negotiation. So with that.  Additional Info  to the program. [00:00:45] Thanks Bruce. Delighted to be here. Thank you for having me on. [00:00:48] Yeah. So what are the important things I like about your book and I've got a great deal of business folks business pals that talk about never divided the distinction.

You understand that's a various case than the type of stuff you need to handle. So what do you tell us a little bit about your background and how the book came about and after that we can enter some of the principles. [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 hostage negotiator was a lead worldwide kidnapping mediator and actually among the big distinctions due to the fact that there's type of there's type of 2 tools in all this negotiations.

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That was a fundamental basis of bank burglary captive negotiations a barrier captive negotiations whereas a hostage mediator wished to get whatever and you referred to as a pal of mine utilized to say we offered prison sentences and we had by hostage negotiators the ultimate cold call. [00:02:15] And see the important things is though we repeat customers.

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