Chris Voss on How to Negotiate the Sale of Your Business
“Chris Voss, former international kidnapping negotiator for the FBI and bestselling author of Never Split the Difference, shares his insights into effectively negotiating the price and terms of your business with a potential buyer,” shares Sam Thompson a Minneapolis business broker and the president of M&A firm Transitions In Business. “He also covers topics such as avoiding an earn out and how to respond to a low ball offer.”
This week we have a special treat: an interview about negotiating the sale of your business, with Chris Voss, the bestselling author of Never Split the Difference.
Chris used his many years of experience in international crises and high-stakes negotiations to develop a unique approach, and this week he talks about 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 at 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.
In this masterclass on negotiating the sale of your company, Chris will teach you how to:
- Get the deal terms you want.
- Avoid an earn-out.
- Respond to a low-ball offer.
- Use strategic silence.
- Fight back against re-trading.
- Stay cool when you feel yourself getting emotional.
- Avoid being used as a pawn in someone else’s deal.