Negotiation is often depicted in movies as tense, dramatic showdowns, won through aggressive tactics and mind games. But Chris Voss, former FBI hostage negotiator and author of Never Split the Difference, joins us to dispel these myths and reveal what truly works.
Real negotiation isn't about manipulation—it’s about tactical empathy, trust, and understanding human nature. From high-stakes hostage crises to boardroom deals, Chris teaches the same fundamental skills: reading people accurately, defusing conflicts, and delivering difficult news effectively. Tune in as Chris exposes manipulation tactics, reveals how to spot a liar, and offers essential advice for entrepreneurs and leaders navigating complex negotiations.
Timestamps:
00:00 Chris Voss introduction
02:09 Tactical empathy & bourbon launch
03:27 First hostage case lessons
05:08 The draw of hostage negotiation
06:55 Crisis hotlines shape negotiation skills
09:39 Defusing violent situations
13:32 From field agent to teacher
19:05 Inside Colombian kidnapping cases
23:17 How kidnapping funds terror
25:45 The weight of high-stakes talks
27:53 Hostage skills in business deals
28:18 Reading manipulation tactics
30:51 Truth about hostage movies
33:21 Navigating the film world
35:40 Breaking down Black Swan Method
38:50 Teaching entrepreneurs to negotiate
41:49 Spotting the wrong deals
46:53 Where new entrepreneurs stumble
48:19 Trusting your gut instincts
51:18 Signs someone's not telling truth
55:02 Building trust in relationships
59:17 Delivering difficult news
1:06:31 Leading through uncertainty
1:08:11 Solving team conflicts
1:12:40 Using charm to win deals
1:15:31 Learning from past mistakes
1:20:47 Final negotiation wisdom
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Follow Chris:
Instagram: https://www.instagram.com/thefbinegotiator
Black Swan Group: https://www.blackswanltd.com/chris-voss
Never Split the Difference: https://www.blackswanltd.com/never-split-the-difference