FBI’s Top Hostage Negotiator: The Art Of Negotiating To Get Whatever You Want: Chris Voss | E147

This episode is part of our USA series, over the coming weeks you will get to see some incredible conversations with guests the likes of which we’ve never seen before. Bringing more value, more incredible stories, and more world-beating expertise.

Chris Voss is the former lead negotiator for the FBI, and the author of Never Split the Difference, a book about how to negotiate and how to get what you want from other people which has sold millions of copies worldwide. He has handled practically every high stakes crisis management scenario imaginable.

0:00 Intro
01:27 Early years
03:03 Beginning of your career
09:13 The nature of human behaviour in business negotiations
14:28 The first hostage negotiation job
26:52 Hostage negotiation role play
35:11 How important is listening?
37:46 Different tone of voices for negotiations
41:50 “labelling their pain”
44:46 The power of “thats right”
46:53 Negotiations in romantic relationships
49:55 Was there an instants where it didn’t go right for you?
56:22 Mirroring technique
58:34 Black-swan group
59:03 The last guests question

Chris:
https://www.instagram.com/thefbinegotiator/

Chris’ book:
https://www.amazon.co.uk/Never....-Split-Difference-Ne

Books mention:
Start With NO - https://www.amazon.com/Start-N....egotiating-Tools-tha

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