Convince Me with Chip Massey & Adele Gambardella

Your Working Life with Caroline Dowd-Higgins

Adele Gambardella and Chip Massey are the co-founders of The Convincing Company, a crisis communications and training firm, and co-authors of Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation

Adele owned an award-winning PR agency in Washington, DC for 15 years, where she served as spokesperson for a variety of Fortune 100 companies, including DuPont, Deutsche Bank, Lockheed Martin, SAP, and Verizon. She has also served as PR strategist, corporate counsel, and crisis management for clients that include the United Nations, Facebook, Johnson & Johnson, and President Biden. She has taught crisis communications and business at Princeton, Cornell, George Mason, and Georgetown, and is a contributor to the Wall Street Journal, Inc., and Entrepreneur.

Chip is a former FBI hostage negotiator and special agent. In his 22-year career in the Bureau, he has led high-profile cases, spearheaded the New York FBI Office's Crisis Negotiations Teams, and won the prestigious FBI Directors Award. He is the co-founder, with Adele Gambardella, of the Convincing Company, a crisis communications and training firm, where he guides executives and their teams in how to apply the Bureau's negotiation techniques to business situations.

Book: CONVINCE ME: High-Stakes Negotiation Tactics to Get Results in Any Business Situation

In the book, they share fascinating stories—including life-or-death scenarios from Chip’s FBI days—and blend the tactics of hostage negotiation and crisis PR to teach people how to persuade others in any business situation.

Learn how to master the art of convincing others in any business situation―with insider tips from a former FBI hostage negotiator and a top DC publicist.

From CEOs communicating with board members to managers negotiating salary increases and entrepreneurs looking to raise capital, it's impossible to overstate the role of persuasion in making your personal and professional goals a reality. The ability to convince others―respectfully and effectively―is one of the most important skills you can master, whatever your profession. In Convince Me, you'll find eye-opening, behind-the-scenes details revealing how some of the best in the business ply their trade.

Delivering compelling, real-life stories that give you an inside look at the kinds of techniques and strategies that prove effective in high-risk situations, former FBI hostage negotiator Chip Massey and top DC publicist Adele Gambardella show you how these tactics can be used in any business situation you'll face. You'll find fascinating tips on how a hostage negotiator reads people, rooms, and situations at a glance and gain insights from the neuroscience of convincing. Armed with useful, ready-to-use strategies and insightful advice as to how, when, and with whom each tool can best be used, you'll finish Convince Me feeling more capable and confident about your own powers of convincing others.

Topics of discussion:

· The four essential elements of effective convincing: Timing, believability, likability, and repeatability.

· How to use a technique called “forensic listening” to get better results when selling, negotiating, managing a crisis, interviewing potential hires, in board meetings, defusing a stressful situation, and more.

· Tips from an ex-FBI hostage negotiator on how to get people to open up and reveal their “unstated narrative” – the thing they’re really after – so you can better persuade them.

· The five steps that FBI hostage negotiators use to defuse a situation – and how you can use them at work.

· How to read people in just 22 seconds

· Four FBI tactics for gaining someone’s trust

· The FBI behavioral analysis tools that will help you master the art of reading people

· The two convincing styles – heart (emotion)-led or head (fact)-led – and how to change your convincing approach depending on the situation and person

· Business negotiation tips from an ex-FBI hostage negotiator

· In a crisis, your instincts are your worst enemy. The most common mistakes leaders make when facing a crisis – and what to do differently

· How to master your fear and make better decisions in a crisis

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Book: https://www.amazon.com/Convince-Me-High-Stakes-Negotiation-Situation/dp/126504757X

Company: https://convincingcompany.com/

LinkedIn (Adele) https://www.linkedin.com/in/adelecehrs/

LinkedIn (Chip) https://www.linkedin.com/in/chip-massey-23787b106