Chris Voss is a former FBI hostage negotiator, author of the bestselling book Never Split the Difference, and the CEO of The
Black Swan Group.The Black Swan Group: https://www.blackswanltd.com/
0:00 Intro: The power of emotional intelligence and empathy.01:32 Becoming an FBI hostage negotiator.03:15 Day-to-day life in the Crisis Negotiation Unit.05:07 Defining negotiation as collaboration and trust.08:05 The Nvidia example: trust as a business currency.12:35 What drives people: the importance of avoiding loss.15:48 How to win a negotiation: vision drives decision.19:07 What is tactical empathy?21:07 Using calibrated questions to induce thinking.26:14 Asking for favors using empathy and overstating negatives.29:00 Using No instead of Yes in negotiations.34:58 The power of playfulness, gratitude, and curiosity.36:34 Dealing with liars and gaslighting.43:46 Tips for dealing with stubborn people.50:00 The magic wand phrasing technique.52:48 Common negotiation mistakes, such as pitching too early.55:36 Why you should only ask Why me?56:43 Differences in negotiation between genders, focusing on tone of voice.58:43 Deactivating aggressive or pressured counterparts.1:03:30 Winning arguments with kindness.