Chris Voss - Mastering The Art Of Negotiation

00:00 | Trailer
03:42 Brian’s thoughts on the episode
05:59 Brian’s introduction
06:36 Negotiation technique applies to terrorists as it does in business and parenting situations
10:19 How Donald Trump and Kim Jong Un negotiations resolved after such an aggressive start
19:45 Power of likeability in negotiations
21:10 Unknown unknowns are the overlap of the unknowns
29:03 The use of silence
34:42 Massacre at 1972 Munich Olympics was the trigger for terrorist hostage negotiation
41:04 Never be so sure of what you want that you wouldn’t take something better
51:12 Trying to get into the brain of other people has changed Chris as a person
55:02 The goal of the negotiation is not to get the other side to say ‘yes’
56:32 How sociopaths can be skilled at negotiation
59:02 The epitome of what you want to come out of hostage negotiations with
1:12:52 What hostage takers want from negotiations
1:14:53 Beware of the win, win offer
1:15:46 Turning a negative into a positive
1:26:35 Never be mean to someone who could hurt you by doing nothing
1:28:01 Be aware of where a winning a deal could later be lost
1:29:21 How he can train someone to become a negotiator if role-play is ineffective
1:33:37 Chris likes negotiation techniques that psychopaths and missionaries like
1:37:10 He continues to learn since transitioning into running a company
1:38:58 How a former Cop has transitioned through life and now keeps abreast of new scientific ideas
1:41:10 Women as negotiators
1:44:15 What a good deal should be
1:44:47 Influence of film portrayals of deal negotiations
1:46:12 Being empathetic makes life more interesting
1:49:16 How Chris dealt with a hostage situation that went wrong and people got killed,1:53:49 What is Chris’ super power
1:55:00 What scares Chris
1:58:20 What he will be doing in 10 years
1:59:34 What is surprising about Chris
2:00:48 What keeps him awake at night
2:01:40 Success secrets
2:02:24 Advice Chris has followed
2:03:43 Advice to 20-year olds listening who want to be more empathetic or lead but keep their own values
2:05:31 What Chris means by his book title “Never Split the Difference”
2:06:36 Brian’s summing up.