Does Hardball Negotiation Actually Work? | Chris Voss and Ray Baynard BSN Show|

Former FBI lead hostage negotiator Chris Voss sits down with Ray Baynard, a longtime Black Swan client and CEO in industrial textiles, who says he has made more money negotiating collaboratively than he ever made playing cutthroat, and he made a lot of money playing cutthroat. Baynard explains that after learning the Black Swan Method and tactical empathy, his company began delivering three to five times more value to customers and capturing a share of it in additional revenue, which turned deals that were profitable but unfulfilling into both. They also cover the accusation audit, why integrity functions as currency in a negotiation, and why you have to deliver on the emotional connection …