Negotiation tactics determine whether you win or lose in business conversations, partnerships, and contracts. In this episode, Tom Wheelwright talks with former FBI crisis negotiator Chip Massey and communications strategist Adele Gambardella about how high-stakes negotiation methods apply directly to everyday business situations.
Massey explains how techniques used in hostage and crisis negotiations—active listening, calibrated questions, and behavioral analysis—help entrepreneurs influence outcomes without confrontation. Gambardella adds how messaging, positioning, and trust shape negotiations in corporate and public settings.
You will learn:
- How to analyze conversations and read behavioral signals
- Why listening gives you more power than talking
- How to psychologically synchronize with the person across the table
- How to handle difficult personalities and objections
- How to build agreements that last beyond a single transaction
This topic matters now because business negotiations increasingly happen in uncertain environments—remote communication, partnerships, contracts, and investor relationships. Entrepreneurs who master negotiation skills gain leverage, reduce risk, and create stronger deals.
Order Tom’s book, “The Win-Win Wealth Strategy: 7 Investments the Government Will Pay You to Make” at: https://winwinwealthstrategy.com/
00:00 – Introduction
04:12 – What is forensic listening?
10:07 – Conduct a listening session.
13:30 – How to read a room.
18:08 – Targeted validation & authenticity.
23:04 – Convincing in a hostage scenario.
26:00 – Convincing in business.
31:24 – Where to start.
Looking for more on Chip Massey and Adele Gambardella?
Website: https://convincingcompany.com/
Books: “Convince Me”
Facebook: https://m.facebook.com/p/Convincing-Company-100043244060251/
Email: adele@convincingcompany.com
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