In a recent Main Street Minute dispatch from Contrarian Thinking, investor and entrepreneur Codie Sanchez shared a high-leverage negotiation tactic inspired by former FBI hostage negotiator Chris Voss—one that helped a community member rescue a stalled business acquisition.

“Negotiation is nothing more than communication with results,” Sanchez wrote, recounting the story of Mike, a buyer who had agreed to purchase a painting franchise only to be ghosted by the seller. The turning point came from using one simple, Voss-inspired question: “Have you given up on a smooth transition?”

The phrase immediately reopened the conversation. With no further pressure or follow-up, Mike waited in silence—prompting the seller to re-engage and complete the deal. According to Sanchez, techniques like this, which originate in crisis negotiation, can have profound impact in business settings by shifting psychological dynamics without confrontation.

Sanchez also explored the use of Profit Paybacks—a seller financing structure in which future profits from the business are used to help fund the purchase. She emphasized that these creative deal structures not only lower buyer risk and closing costs, but also incentivize sellers to ensure a smooth post-sale transition.

Codie Sanchez is the founder of Contrarian Thinking, a platform followed by more than 700,000 readers focused on acquiring Main Street businesses, breaking free from traditional employment, and building cash flow through unconventional strategies. Her work blends tactical finance with real-world mindset shifts to help aspiring entrepreneurs do smarter, more resilient deals.