Win Any Negotiation & Become A World-Class Communicator with Scott Walker
In this episode of the Influence Anyone podcast (previously Legend Letters), host Howie Chan talks with Scott Walker, a veteran kidnap-for-ransom negotiator with over 300 cases under his belt. Scott has used decades of experience to develop a unique understanding of what makes people think, feel, and act—specifically in times of adversity, conflict, and uncertainty.
In this conversation, Scott shares insights from his career in high-stakes negotiations. They discuss how some negotiation skills translate to everyday scenarios like business negotiations and family interactions. Scott also recounts his personal journey from a police officer in Scotland Yard to a crisis management consultant, and how a tragic family event reshaped his life's purpose and meaning.
Episode Breakdown:
01:16 Meet Scott Walker: The Negotiation Expert
04:56 From Scotland Yard Detective to Renowned Negotiator
14:47 The First Step Towards a Decision That Will Change Your Life
18:48 The Biggest Lesson Scott Learned in His First Kidnapping Case
24:09 The #1 Skill of Successful Negotiations
31:08 The REAL Challenge of Kidnap-for-Ransom Negotiations
34:17 Embracing Conflict to Win Negotiations
35:56 Managing Emotional Triggers: Try THIS Next Time You Feel Riled Up
40:39 How This Personal Tragedy Changed Scott’s Perspective and Career Path
45:12 How Can We Have Better Conversations? And Why Does It Matter?
47:20 Finding Purpose and Excitement in a New Career Path
50:05 Business Negotiations: Scott’s Thoughts and Insights
1:02:19 Kidnap Negotiations That Went South
Resources Mentioned:
Steven Pressfield’s The War of Art.
From Our Guest:
Get the book, Order out of Chaos.
Sign up for Scott’s newsletter, Negotiations Essentials.
Legendary Quotes:
“Anyone and everyone can be taught how to negotiate and how to communicate more effectively. It's a teachable skill. But it's also a perishable skill.” – Scott Walker
“You don't get what you deserve, you get what you negotiate.” – Howie Chan
“The golden rule of successful negotiation is: It's not about you.” – Scott Walker
The Influence Anyone Podcast
The #1 podcast on applied influence psychology. Each episode, Howie Chan, a veteran brand and behavior strategist sits down with world experts and practitioners to uncover the hidden psychology that helps you influence yourself (mastering your mindset, habits, and decisions) and get buy-in from others (your team, clients, and audiences.) Together, we turn science into playbooks you can apply to lead, persuade, and create extraordinary success.
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