{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Playmakers with Andrew Flachner","title":"The Secret to Getting What You Want (w/ Chris Voss)","html":"","width":"100%","height":180,"duration":4040,"description":"Twenty-four years talking down kidnappers and bank robbers taught Chris Voss something most negotiators get backwards: the goal was never a yes. In this episode, the former FBI lead international kidnapping negotiator and author of \"Never Split the Difference\" breaks down exactly how those hostage-negotiation tactics translate to real estate. If you negotiate with clients, buyers, or other agents every day, you're already doing this work, whether you've named it or not.\nThis is Playmakers, hosted by Andrew Flachner, CEO of RealScout. Andrew sits down with Chris to unpack the specific language patterns that build trust fast, defuse tension, and get deals to actually close (not just get signed and then fall apart in escrow).\nWhat makes this conversation different: Chris doesn't just explain the theory, he role-plays real scenarios agents deal with constantly: commission conversations, buyers stalling on interest rates, and clients accusing you of telling them what they want to hear.\nWhat you'll hear in this episode:\nWhy \"yes-oriented\" questions backfire\nThe real difference between mirroring and body-language mimicry\nHow to deliver bad news to a client\nThe \"accusations audit\"\nWhy anchoring high or low in price negotiations usually costs you the deal\nHow to read a stalled deal\nWhy \"that's right\" is the moment you know you've earned real trust\nIf you negotiate for a living, this episode gives you language you can use in your next conversation, not just concepts to think about.\nListen to the full episode and subscribe:\nApple Podcasts: https://apple.co/459lPWc\nSpotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3\nConnect with Andrew Flachner:\nInstagram: https://www.instagram.com/aflachner/\nLinkedIn: https://www.linkedin.com/in/andrewflachner/\n\"No\" Questions: https://www.blackswanltd.com/newsletter/negotiation-training-the-top-4-no-oriented-questions\n\n--------------------\n\nChris Voss is a former FBI lead kidnapping negotiator, bestselling author of Never Split...","thumbnail_url":"https://img.transistorcdn.com/KnPUByRYG1Sv6v-gHnLUZizw9pJS-dK__tPghDFSC88/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS81Nzc5/YmQ4MmNhYmNjODU2/ODg0MmFlZDQwYTFl/YWIxNy5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}