Dr. No #49 – 7 FBI Negotiation Secrets Every GC Should Steal

“You don’t rise to the occasion, you fall to your highest level of preparation.” – Chris Voss

Hey lawyer,

You don’t need to talk a kidnapper out of blowing up a bus to use FBI negotiation tactics.
But you do need them if you’re:

• Dealing with a regulator who thinks your company’s guilty.

• Negotiating a settlement with an angry ex-employee.

• Pushing back on a supplier’s ridiculous terms.

This week: 7 FBI secrets that work just as well in the boardroom as in a hostage situation.

1. Food for Thought

Many frustrations are the result of unspoken expectations. Before you get too annoyed, make sure you are clearly expressing your thoughts.

Are you clearly expressing your thoughts to your team and counterparties or just creating your own unspoken expectations?

2. Book Insight – Never Split the Difference by Chris Voss

Voss was the FBI’s #1 hostage negotiator—150+ high-stakes cases.
His lesson: Saving lives and closing deals follow the same playbook.

Here’s the GC-adapted version:

1. The Illusion of Control
Ask questions that make them feel in charge—while you’re steering.
GC example: “What’s the biggest obstacle to getting this signed this week?”

2. The Power of No
“Yes” ends a conversation. “No” starts a real one.
GC example: “Would it be crazy to suggest a fixed-fee retainer?”

3. Loss Aversion
Fear of loss > Desire for gain.
GC example: “Here’s what we risk if this clause stays as is…”

4. Tactical Empathy
Label emotions, don’t just listen.
GC example: “It sounds like you’re under pressure to close this quickly.”

5. Mirroring
Repeat their last 2-3 words. Then wait.
GC example:
— “We’re buried in internal reviews.”
— “Internal reviews?”

6. Calibrated Questions
No yes/no. Make them think.
GC example: “How can we make this work without delaying the launch?”

7. The ‘That’s It’ Moment
Don’t settle for “you’re right.” Aim for “that’s it.”
When they say it, you’ve nailed their worldview—and the deal is practically done.

3. Mental Model – Second-Order Thinking (Munger)

Good negotiators think about the immediate outcome.
Great ones think about the ripple effects 3 moves ahead.

Before you lock a deal:

• What precedent does it set?

• How will this clause play in your next 5 negotiations?

• Who else will it empower or weaken internally?

4. AI Booster – Draftr

Pre-write replies in your voice and save hours.
Perfect for GCs dealing with repetitive pushback in negotiations.
Feed Draftr your style once, and watch it draft airtight, on-brand responses while you focus on strategy.

5. Quote to Reflect

“Spend 90% of your time listening, and 90% of the remaining 10% asking questions.” – Clayton Makepeace

P.S.
Some negotiations you shouldn’t front yourself—especially the messy ones.
Ámbar gives GCs fractional access to specialist employment law experts who can:

• Handle health & safety compliance.

• Implement diversity and equality plans.

• Draft and enforce harassment & LGTBI policies.

• Take care efficiently of lay-offs or ex-employees litigation.

Fresh perspective. No internal politics. Just execution.
Book a call with Ámbar and get your next tough deal—or policy—over the line.

— Dr. No