My First Million
The best business ideas come from noticing what's working and doing it better, faster, or for a different audience.
Apply hostage negotiation principles to business deals for better outcomes
Business negotiators, sales professionals, and deal makers
Single negotiation sessionWhat Success Looks Like
The other party feels safe enough to share their real concerns, both parties work together to solve the underlying problem, and the resolution creates a foundation for future collaboration
Steps to Execute
Use late-night FM DJ voice (calm, soothing tone)
Express genuine concern for their situation
Remove yourself as a threat immediately
Focus on getting everyone out safely (win-win outcome)
Listen for what's really bothering them
Adjust your approach based on their real concerns
End every conversation on your terms, not theirs
Checklist
Inputs Needed
- Voice control and tone awareness
- Genuine concern for win-win outcomes
- Patience to let them express their concerns
- Flexibility to adjust approach mid-conversation
- Team support to provide perspective and notes
Outputs
- Voluntary compliance rather than forced agreement
- Understanding of their real underlying concerns
- De-escalated tension and increased cooperation
- Foundation for long-term relationship
- Better implementation because both parties are truly committed
Example
“A software company is negotiating a large enterprise contract. The client seems resistant and keeps mentioning budget constraints. Instead of pressuring them on price, the salesperson says: 'It sounds like you're under a lot of pressure to deliver results while staying within budget constraints. That must be incredibly stressful.' This opens up a conversation about the real timeline and budget flexibility.”