Chris Voss on How to Negotiate the Sale of Your Business

Published on December 15, 2023

Chris Voss, the best-selling author of Never Split the Difference, will be talking to us about how to negotiate the sale of your business this week.

Chris came up with a unique way to handle foreign crises and high-stakes negotiations over many years. This week, he talks about how that way of handling things can be used to sell a business.

Chris was in charge of negotiating foreign kidnappings for the FBI before he started his own training company, the Black Swan Group.

Chris was in charge of handling crises for the FBI office in New York City. For 14 years, he worked with the New York City Joint Terrorist Task Force. He was the case agent on the terrible TWA Flight 800. He also worked out a deal for the first hostage-taker in the famous Chase Manhattan Bank raid to give up.

Chris worked for the FBI for 24 years and learned how to negotiate from not only the FBI but also Scotland Yard and Harvard Law School. The Attorney General's Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service have also been given to him.

Chris has taught MBA students at the University of Southern California Marshall School of Business and at Georgetown University McDonough School of Business how to negotiate business deals. He also gave talks at the Kellogg School of Management at Northwestern University, the IMD Business School in Lausanne, Switzerland, and the Goethe Business School in Frankfurt, Germany. He taught business communication at Harvard University.

Chris will teach you how to: in this lesson on how to sell your business;

  • Get the deal you want.
  • Do not earn out.
  • Respond to an offer that is too low.
  • Use quiet on purpose.
  • Don't let people re-trade with you.
  • When you feel like getting upset, keep your cool.
  • Don't let other people use you as a pawn in their deal.

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