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Watch > Episode > Chris Voss - Mastering The Art Of Negotiation

Chris Voss - Mastering The Art Of Negotiation


Never Split the Difference

Chris Voss is a former FBI lead international kidnapping negotiator, who handled more than 150 international hostage cases, and spent three years investigating the first bombing of the World Trade Center.

He is the co-author of the bestselling book ‘Never Split The Difference: Negotiating As If Your Life Depended On It‘ and the founder and principal of The Black Swan Group, a consulting firm that advises Fortune 500 companies to perform complex negotiations. Chris has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world.

Chris was also the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. During his government career, he also represented the U.S. Government at two international conferences sponsored by the G-8 as an expert in kidnapping. He was also a member of the New York City Joint Terrorist Task Force for 14 years, and the case agent on such cases as TERRSTOP (the Blind Sheikh Case – Sheikh Omar Abdel-Rahman), the TWA Flight 800 catastrophe and negotiated the surrender of the first hostage taker to give up in the Chase Manhattan bank robbery hostage taking.

During Chris’ 24 year tenure in the Bureau, he was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.

Chris has taught business negotiation in the MBA program as an adjunct professor at University of Southern California’s Marshall School of Business and at Georgetown University’s McDonough School of Business.  He has taught business negotiation at Harvard University, guest lectured at The Kellogg School of Management at Northwestern University, The IMD Business School in Lausanne, Switzerland and The Goethe School of Business in Frankfurt, Germany. Since 2009 Christopher has also worked with Insite Security as their Managing Director of the Kidnapping Resolution Practice.

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  1. Do This To Be Up To 31% Smarter
  2. How To Gain Trust & Handle Negatives
  3. Terrorist Leaders Are Still Human Beings
  4. The 3 Types of Negotiator
  5. Donald Trump vs Ronald Reagan


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.


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