Join us in this episode with Chris Voss, a former FBI negotiator and best-selling author of Never Split the Difference. With 24 years of experience negotiating with terrorists, Chris offers incredible insights into the art of negotiation. Learn how fear influences decision-making, the balance between being likable and needing to be liked, and the power of building rapport. Chris also shares why listening and asking the right questions can change everything in a negotiation. Plus, he takes us inside a real-life scenario, negotiating with a bank robber holding hostages—showing how these techniques work in action.
Episode Highlights:
00:00 - Episode trailer
04:39 - The Power of Likability in Negotiations
09:20 - Authentic Intentions in Successful Negotiations
12:42 - Strategic Silence: Enhancing Negotiation Communication
28:56 - Enhancing Negotiation Skills through Strategic Training
37:15 - Tactical Empathy for Successful Negotiations
47:38 - Price-Naming Impact on Negotiation Strategies
54:17 - Strategic 'What' and 'How' Questioning Strategies
01:09:24 - Mastering Tone for Effective Communication
01:14:10 - Adapting Conflict Resolution Styles for Success
01:21:24 - "FBI Negotiator Strategies in Hostage Situations"
01:23:55 - Price Concealment Strategy in Negotiations
01:32:03 - Negotiation Success Through Personality Type Awareness
About my guest:
Chris Voss is the CEO and Founder of The Black Swan Group, as well as an acclaimed keynote speaker and negotiation expert. With over 24 years of experience as a lead international kidnapping negotiator for the FBI, Chris developed a deep understanding of high-stakes negotiation techniques. His career highlights include serving on the New York Joint Terrorist Task Force and negotiating during critical hostage crises, while also representing the U.S. at G8-sponsored conferences on kidnapping. Chris’s training from esteemed institutions like Scotland Yard and Harvard Law School, combined with awards such as the Attorney General’s Award for Excellence in Law Enforcement, underscores his expertise in the field.
After leaving the FBI, Chris transitioned his skills to the business world, founding The Black Swan Group in 2009 to teach professionals how to navigate complex negotiations. He has held adjunct professor roles at the University of Southern California and Georgetown University, and has lectured at prestigious institutions like Harvard and Northwestern. Additionally, he serves as Managing Director of Insite Security’s Kidnapping Resolution Practice. Chris’s unique approach to negotiation, grounded in both psychological insight and practical experience, continues to impact leaders across industries.
Connect with Chris
Website: https://www.blackswanltd.com/
Instagram: https://www.instagram.com/thefbinegotiator/
Youtube: https://www.youtube.com/@NegotiationMastery
Facebook: https://www.facebook.com/BlackSwanLTD/
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