216: Beyond Persuasion: FBI Techniques for Leaders. Adele Gambardella & Chip Massey

Can we apply FBI persuasion techniques in business? Even in high-stakes negotiations? Absolutely, say a former FBI hostage negotiator and a top DC publicist. Adele Gambardella and Chip Massey have just published an original and insightful book entitled "Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation.“ In our conversation, they introduce the FBI-inspired concept of forensic listening, explain different types of convincing styles, and share advanced strategies for convincing like “bridging”, the “convincing continuum” and the “convincing cliffhanger”. Chip also explains which movies realistically portray the work of law enforcement officers (spoiler: it is not Die Hard). Adele is a prominent figure in the PR world. She has run PR campaigns for US President Joe Biden and well-known CEOs and global brands. She has also been invited to speak at the United Nations, where she gave speeches on crisis communications. She contributes to the Wall Street Journal and has taught crisis communications at Princeton, Cornell, and other universities. Chip is an Ex-FBI hostage negotiator and special agent for 22 years. He investigated the 9/11 terrorist attacks and led the New York FBI Office’s Crisis Negotiations Team. He teaches executives and their teams at companies like Facebook, Samsung, and Goldman Sachs how to apply the FBI’s techniques to every workplace scenario. Together, as co-founders of The Convincing Company, they bridge the worlds of PR and crisis negotiation. Adele and Chip made a special welcome page for you. Dive into a treasure trove of resources to get tools and strategies for handling challenges. Check it out here: https://convincingcompany.com/speak/ Sign up to Oliver's newsletter: https://eoipsocommunications.com/newsletter/