Chris Voss Negotiation Framework

Overview

Chris Voss, former FBI lead international kidnapping negotiator and author of "Never Split the Difference," developed negotiation techniques that apply powerfully to sales. These tactics use psychology and emotional intelligence to navigate difficult conversations and reach better outcomes.

When to Use

• Any negotiation (pricing, terms, conditions)
• Pricing discussions and discount requests
• Procurement involvement
• Difficult conversations or pushback
• When you need information the buyer is reluctant to share
• Contract negotiations
• Handling aggressive tactics

When NOT to Use