An FBI Negotiator’s Secret to Winning Any Exchange | Inc.

Christopher Voss created his company Black Swan based on the skills learned as a negotiator in hostage situations.
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[@incmagazine]

Watch more informative live conferences here: kzbin.info/aero/PLB6U_DKtPryz6oTQKxJGNdTXXSlKDDtAR

[@dragonslayer8888]

Havana on trumpet

[@RichLuciano1]

@Migueldj1980 Talavera what has to be true in order for that to happen?

[@SSS-nx6xp]

@@RichLuciano1 FALSE: Canada is NOT the only country that grants citizenship to persons born there !!! See: duckduckgo.com/?q=countries+that+automatically+give+citizenship+to+those+born+there&t=h_&ia=web "Citizenship upon birth is a right that is also known as 'jus soli', which is Latin for 'right of soil'." "According to a report by the Center of Immigration Studies in 2010, there are 30 countries around the world offering citizenship upon birth." ". . . most countries in South America practice the same right, although no European country is known to apply such law. " ". . . Pakistan, Malaysia, and Cambodia grant citizenship upon birth." "lex soli" requires that at least one parent is a citizen or permanent resident to the country, or was born in the same country. Some European countries apply "lex soli" rules, such as the UK, France, Germany, Ireland, as well as Australia and New Zealand, among others in response to what is considered misuse i.e., women entering a country, pregnant, but not disclosing the pregnancy during entry giving some other reason for why they are immigrating. In those countries that had "jus soli" (right of soil) citizenship then these mothers would give birth for free in those countries that had such benefits. This was considered unfair by the natives and they moved to "lex soli". Under lex soli, the birth expenses will be born by the pregnant woman. "The following countries offer jus soli: Antigua and Barbuda, Argentina, Barbados, Belize, Bolivia, Brazil, Cambodia, Canada, Chile, Colombia, Costa Rica, Dominica, Ecuador, Al Salvador, Fiji, Grenada, Guatemala, Guyana, Honduras, Jamaica, Lesotho, Malaysia, Mexico, Nicaragua, Pakistan, Panama, Paraguay, Peru, Saint Kitts and Nevis, Saint Lucia, Saint Vincent and the Grenadines, Trinidad and Tobago, Tuvalu, United States, Uruguay, and Venezuela." This man made a completely false, incomplete and purposefully misleading statement to capture his Ted audience. To what end? To gain false credibility? To get you to say "yes"? To make himself sound like an "authority"? Sounds like a used car saleman.

[@SSS-nx6xp]

@@AEON. To all: just ignore this troll.

[@GreekYoda]

S SS : The quote was "developed countries"; perhaps he doesn't feel countries you mentioned developed? Just sayin.

[@BenRangel]

The tricks I got out of this was: * Business people prefer saying "no" rather than "yes". We've become jaded about sales people trying to bait us into saying "yes" - but we feel in control when saying ”no”. So when inviting a celebrity to your event you might say "Would it be ridiculous if you came to speak at my event?". When asking for something from your boss you can ask "Do you want me to fail?". * When negotiating make the other party smile or laugh. Happiness can improve decision making skills. Endorphins or some shit that will make you more open and not locked into a decision. * Begin your argument by laying out your view of the problem, and how you could provide a solution - in a way that aligns with the perspective of the person you're talking to. You must make them feel like you really "get" the problem and aren't wasting their time. Don't start with "I understand", that can feel hollow. The example he used was at 10:00 * "you're right" is something we often say to when they surrender and just wanna get an annoying person off their back. But "That's right" is more sincere and means they actually agree with a point.

[@Sm1udntknw]

Thank you. Just watched the whole thing and these are the only things of substance the guy has shared with us.

[@CobraAquinas]

Sir, if your career revolves around negotiating I implore you to disregard his anecdotal evidence at best, and outright lies at worst.

[@doughodgson2832]

@BenRangel: You've put in a lot of time and you've clearly made great effort to accurately summarize the points made. I'm afraid you're not quite right on this one: "* Begin your argument by laying out your view of the problem, and how you could provide a solution - in a way that aligns with the perspective of the person you're talking to." You'll first want to set aside your argument in favor of understanding the other side. "Seek first to understand, then be understood." More accurately, Voss says DEMONSTRATE understanding to be understood. So he teaches to articulate the other side's point of view of the situation (using mirrors and labels to pull out info), and summarizing or paraphrasing what you've learned to get a 'that's right' out of the other side. Until that's done, the other side is extremely closed off to your input, and in fact, they feel like you're in it just for yourself and avoiding trying to understand their side keeps them feeling like, 'What's the catch? What are they really after here?' It's the reason why most salespeople come off so damn pushy -- because they don't care whether their product or service really fits your needs, they THINK it'll help in some manner but is it really the best fit for your needs..? That's exactly why we usually walk away from that type of person. Demonstrate you understand them to get a 'that's right'/'exactly'/etc before moving on to your ask/point of view.

[@CobraAquinas]

@@maverickg1740 Without writing a novel, he's accurately identified the problem as almost all negotiators have from the beginning of time. Put simply, you don't have the threat of prison and the FBI behind you. So his weak point is actually finding the motivating principles behind the counterparties decision making. People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions, and help them throw rocks at their enemies. End of story. it's that simple.

[@Crooshka]

​@@CobraAquinas His negotiation strategies still apply when the FBI and prison can't be used as an asset. He's coached family members of kidnapping victims to negotiate ransom. And using his strategies, cut the ransom down significantly ($50,000 down to $1,743 and a stero CD-player in one case) and still leave the kidnapper satisfied. His book "Never Split the Difference" covers how to appeal to the things that motivate people very well.

[@314159someguy]

I came out of this video feeling like an expert negotiator had just given me the most important pearls from decades of study and experience in the topic. Scroll down to the comments and see people tearing this guy to bits. ... Did we watch different videos? What? I haven't even taken *notes* on any speech in months, and this guy had me breaking out the frggin' legal pad. Pure gold.

[@TonyFromChicago_]

They know they will accomplish little if anything, easier to tear someone down

[@noth606]

He was brilliant an my view, and thinking about it I would really think he gave some really good observations and no doubt he's really good.

[@NigelTolley]

I agree, there's some very thick people leaving comments on here. They probably forgot to turn the sound on, is all.

[@Lorenzo83579]

As one comedian said, think about how dumb the average person is. Then realize that half of them are dumber than that.

[@BADALICE]

I really enjoyed it as well. I took away a number of tools, hence I found myself asking the same question. The end was priceless. I laughed my ass off.

[@ddfgrtsd]

Wow. Treat people with so much respect that no matter the outcome they would speak to you again. Damn. This was really something else. I did not expect this. Thank you!!!

[@perkeyser2032]

What if someone don't deserve respect?

[@amandeepbaghiana4510]

There’s good information about using empathy tactically to push a negotiation to your favor. I think many people are annoyed that he’s telling a story, but it also shows how he’s implementing his tactics

[@thisuserxisnotavailable]

This is what makes him a great business man. He was in control the whole time.

[@wendysbrian1]

Lot of folks dissing this dope video. That exchange with the Dad was sick. "How you gonna help me?" ---> "Tell me what you want me to do.". What an alpha.

[@freedom2outshine670]

In sales this works. Respect the customer, show empathy and connect with them so they always come back to you . By doing this you will make lots of money

[@freedom2outshine670]

Dave Gill I care about people. I’m part of the 99%

[@freedom2outshine670]

Dave Gill I’m not related to the 1%

[@sallydoz9184]

I was so blessed listening to this man, this video is part of the recommended online articles for my MBA class regarding entrepreneurship - being able to negotiate. Seems some people are not in tandem with the guy's intellectual capacity. Why the negative comments?

[@tevans596]

The information he shares are so simple that it couldn’t be possible it will work. I used the example of “ Tell me what you want” and make them feel like they want to deal with you again. Is what I used with my daughter and now we are heading towards a stronger relationship that will allow more time spent together, once I demonstrate the changes she seeks.

[@LouStoriale]

I use this all the time and it works more often than “getting to yes” and other negotiation techniques. This + Robert Cialdini = Success

[@Francois15031967]

The secret is a guy on the rooftop with a Remington 700.

[@CobraAquinas]

I swear I've seen about 30 other comments stating something similar and I realize how fucking gullible I am. You're literally correct and I hate myself for not seeing it earlier this book, and it's dumb tactics cost me quite a bit of money.

[@TheMattj88]

@@CobraAquinas Don’t throw the baby out with the bath water, but yes, leverage is 95% of it 😂

[@shkrsimpson44]

😂😂😂😂😂

[@mostlikely...]

🎯

[@robertprice9052]

All negotiations come down to who gets what. Everyone has to win at some level.

[@PalmliX]

Don't let the hate in the comments prevent you from watching this, its entertaining and insightful.

[@artdepaul452]

Chris Voss is the real deal negotiator. His book "Never Split the Difference" is a great read and real life tool.

[@hazelcoodo4814]

This man basically made the audience give him a standing ovation at the end hahah

[@royalflush8173]

You guys that are criticizing this man are missing the main point he is trying to make , and that is letting the other person know you understand their problem. people dont give a phuck about your credentials and resume , they want to know if you can solve their problem point blank

[@DrLumpyDMus]

I suggest that the "Point Missed" is that this is an entertainment video. Content is essentially unimportant. The guy is not pleasant to watch, inviting, clever, self-confident, and in many many spots just plain difficult to understand. The guy may (may!) Be an expert negotiator. There are thousands of them. Nearly all trained using he FBI standards. None of that makes him a good presenter. Consider the opening. Walk on stage, shake hands with someone, don't say a word nor introduce yourself, just start looking up and mumbling, interfering with what we should apparently be focusing on. That's not what Dr Shrank taught us in speech 101. Thanks - Lumpy

[@LordHollow]

@@DrLumpyDMus there aren't thousands of him, though. He was lead negotiator. That position isn't just handed out. Most of what you said about him is your opinion and you are more than welcomed to it. I saw a man who was content with himself, his perceived shortcomings, and is still winning in his chosen profession. If what he's teaching works for him, especially with your pointed opinions of him, shouldn't that make his tactics even more effective for an eloquently spoken person such as yourself?

[@DrLumpyDMus]

@@LordHollow You missed it. Is he a good negotiator? Probably. Is he a good presenter, absolutely not. Zat simple. Thanks - Lumpy

[@LordHollow]

@@DrLumpyDMus Again: a matter of opinion. Take care.

[@DrLumpyDMus]

@@LordHollow Everything on KZbin is a "Matter of opinion". But consider what you're suggesting. Because someone is a great brain surgeon, negotiator, flute player, anything...That does not make him a great presenter. He's not the "FBI Presenter". He's an FBI negotiator. Not as much a "Matter of opinion" as it is a matter of "What makes more sense". Thanks - Lumpy

[@YoungMoneyInvestments]

It's amazing to see how different human behaviors are so easy to spot for these men. Practice, practice, practice is how you get good!

[@benz500r]

You guys are pros. I was involved in a recovery of a missing person in South America. You guys have blown my mind with speed and intelligence.

[@AlisonMMGale]

Excellent advice well presented. "Never be so sure about what you want that you wouldn't take something better." And of course, the whole respect aspect, most people don't get that these day, incredible. Thank you!

[@JonathanNYCity]

WOW! While I was watching this video, my wife walked in and I used the tactic he had just mentioned and it worked - instantly!! Last night, my wife had asked me if I could run an errand for her today. I said yes, and then I added, "will you go with me?" and she promptly said no. She said no because the reason she was asking me to do it was because she didn't have time. So, this morning - as I'm watching this - she walks in and reminds me to go. I then said, "I'll go but I'd love it if you'd come with me." She said, "No... don't have time." Suddenly, I thought about what I just heard Christopher say - literally 10 seconds earlier, and I rephased the question! I re-worded the question and asked, "Would it be ridiculous if you went?" She looked at me funny, because it was a bit of a weird thing to say... and she squinted her eyes and said, "No." And then I said, "well, if it wouldn't be ridiculous, why don't you come?" And she said, "OKAY!" Shhh... now I have to make sure she never sees this comment because I might end up doing this a lot!

[@criminyworldriseedify8962]

Jonathan C sounds like an honest woman!

[@picklepirate]

Lol she was not annoyed because you asked so many times

[@thechariotcard]

Jonathan C what tactic? I’m still waiting for one...

[@General-jk2qz]

How to argue: 1- We need to reconsider what's an argument and how to better argue it. 2- Be very agreeable. Limit the disagreement. 3- If intelligence is the ability to argue ,then wisdom is the ability to find out which argument to fight for. 4- RISA framework Is it real? Is it important? Is it specific enough? Are you aligned with the person? Limitation: the main limitation of The RISA framework is to find out the right alignment of the person. A- every disagreement should start with an agreement about the topic. B- what we are hoping to get out of the argument? C- This forms a contract, and it limits both sides to a specific topic rather than expanding or discussing the irrelevant ideas. D- Find out which arguments to challenge and which arguments to let go. The best way to find out is to look for if helping in this or engaging in this disagreement would help to overall progress the disagreement. F- Be active listener. And understand the opponent's argument in their own perspective. Don't twist it. G- Respond to the strongest version of the argument. If the opponent does not present the strongest version then try to rephrase the strongest version of your opponent's argument and try to respond it H- Switch the perspective. Side- Switch exercise. Pick a paper and jot down all the strongest and important arguments your opponent can raise, and try to answer. It helps to expand the understanding of the topic of argument.

[@tomiokagiyuu1730]

Thank you very much, brother!

[@KnightGreenstar]

"Everybody that you deal with regardless of how much they get out of it, should be willing to say to you after the negotiation, yeah. I'd talk to you again, I feel respected by you."

[@keritans]

His book, Never Split the Difference, is the truth. Listen to it almost everyday.

[@elansings]

Black Swan held me hostage for 33 odd minutes. Thank you 🤙🏻

[@BADALICE]

I am surprised by so many negative comments. I thought this was a great presentation. These insights can be used to manipulate any negotiations. I laughed my ass off at the end. That was great. Thanks for the tools. Edit. I also went to Bkack Swan and signed up.

[@averyisaiah1]

Same here

[@thechariotcard]

Bad Alice I wasn’t looking for a comedy act. I was looking for the secret. I’m from Iowa too..,town of 500.

[@BADALICE]

@@thechariotcard did you find it?

[@freedom2outshine670]

The secret is and it is used in sales. Respect the customer, show empathy, have an emotional connection, keep them coming back to you

[@markdiorio468]

That was a really good Christopher Walkin impersonation.

[@patkorie]

"Never be too sure of what you want that you won't take something better." - Chris Voss.

[@RogerBarraud]

I wanted this video. Now I realize there are a huge number of better ones. Byeeee...

[@Mash-e1w]

Critical point.

[@kk12181]

Yes “Yes” is a big trap. Chain marketing guys try to apply this trap. I have always said “No” to their question 1. That blows their mind. They basically start with questions like “do you want side income”. They very moment you say “No”, their minds blow away.

[@snw1993]

some summaries, "you guys know a resume correlates loosely with whether or not you know how to do a job if your resume shows for sure that you could do a job you'd never lose one they'd never be a bad hire they'd never be an employee that didn't work out" "what I did was I showed him in less than 10 seconds that I saw what he was looking at and I offered the slightest amount of insight into the dynamic " "have a good steady process where you treat people with respect and appreciation. use empathy in a positive way not because you're a nice guy, you are, but because it works" "you're gonna make people feel good about dealing with you so that no matter what the outcome is they'll let you know that after they dealt with you they're willing to continue to deal with you on other projects because they felt respected they felt appreciation" great guy and great presentation, but I keep forgetting his tips.

[@brandondavidson2179]

This guy is awesome! Don’t understand the hate. He has helped save numerous hostages, he talks about being empathetic and treating people with decency. His training is very good and based on years of training. And also years of messing up, so he actually has a good system. Call it whatever you want, we are negotiating all day every day with almost every interaction with other human beings. Chris Voss is the real deal.

[@professormancaptain4210]

Happy to see this comment. Masterclass got him to do one of their classes and while I've only seen about 1/4 of it so far, I'm definitely all about noticing this guy is worth his salt.

[@davidgee5672]

Brilliant. The counterintuitive process of getting to no was in invaluable.

[@eleonoraformatoneeszczepan8807]

8:31 min ... "It's not an unfair question to ask." 9:08 min ... 9:30 min ... 14:01 min ... "... see if you agree with how it's done." ... Chris Voss seems to be wise and clever. Thank you Chris Voss, FBI negotiators, and Inc for sharing this yt video, from Australia, Eleonora.

[@dzenisalickovic5868]

The amount of negatives comments is amazing. I guess even if you tell people how the world works on a silver platter most people will be too dense to take anything away from it.His body Language the soft tone of voice making it pleasant to listen to for longer periods of time, the cliff hangers into interesting explanations and finally ended it off with a laugh for you to remember the whole speech was in a positive way. this whole speech was engineered.... not spoken.

[@PeteKona]

People don't like the truth.

[@TheBlueThird]

People don't like change or truth.

[@autongnosis33]

I agree. He's damn good. I think part of the negativity comes either from the fact he's not offering the easy holy grail solutions you usually hear in these talks, or from the fact his whole performance was engineered to hold your attention and keep you there regardless of what you think of it.

[@RobbieHatley]

I'm getting the impression that a lot of the people commenting here are criminals, and are here for the purpose of trying to figure out how to thwart the FBI, rather than learning how to negotiate. As for me, not being a criminal myself, I have no reason to hate the FBI. They perform their function (investigating violations of US federal law). So it would make no more sense for me to be prejudiced against FBI agents than it would for me to hate all refrigerator repairmen or all grocery store clerks. So, the fact that the man in this video happens to be an FBI agent has very little effect on me. I'm more impressed by the principles of negotiation he presents, especially the ideas that the primary thing the negotiator must "sell" isn't his own qualifications (yawn), but rather, what he can do to help the person he's talking to; and the idea that both parties to a negotiation should walk away feeling that they were listened-to, understood, and respected (when that happens, both parties always "win").

[@hector5749]

It was a great informative presentation with hints of comedy. I enjoyed it.

[@PuntOnFourth]

Chris Voss changed the way I deal with people

[@garimasingh5425]

♥️♥️♥️✌️

[@Studio-yc3ko]

I don't wanna sound cliché, but wow! No, no, no sequence eye-opener. 'See-through the eyes of your counterpart', apparent yet again eye-opener.Thank you, sir.

[@micahbikes]

Humility is a powerful way to connect with people, demonstrated very well at the end. Well done!

[@garimasingh5425]

INDEED! ♥️♥️♥️

[@garimasingh5425]

But many people are not getting him what he's wanting to convey...🤣

[@brooksbraun8886]

Take a golden nugget of knowledge from everyone you listen to, leave the distractions behind, All people make mistakes when they do presentations and say things out of nervousness. The challenge is quite easy, send your critique along with your link to a video of you doing a presentation and then let any viewer spew anything they please.... waiting. lol

[@SamYoungRadio]

Skip to 17:00 to avoid the blah blah blah

[@SierraSierraFoxtrot]

KING

[@gailsmith3699]

Thanks

[@TheNikitaBunny]

Thank you

[@zariyakhan9092]

Thank you from the bottom of my heart random dude🙂🤝

[@a2d2charlie13]

Bless u

[@arhabersham]

Get audible's audiobook "Never Split the Difference: Negotiating as if Your Life Depended on It". You'll be amazed of how much conflict you'll avoid + explores these concepts at such a deep level

[@redplanet76]

Alfredo Rafael Habersham Pabon thank you for the suggestion

[@stephena1196]

If you had phrased it as a question where the answer you wanted was no, then you would have got more likes.

[@amonkane]

@@stephena1196 That's right.

[@kennethflores93]

Don Alejo so you’re asking if you want thrush or punk eye

[@danfred7127]

@@kennethflores93 Oh man I had punk eye once as a kid. Totally freaked me out. I woke up and had black eyeliner underneath my bottom lid and my eyebrow was pierced. Doctor told me to take 4 hours of old Garth Brooks albums. Cleared right up.

[@BrianLafev]

The final lesson was how to always get a standing ovation. Tell everyone to stand 30 seconds before you finish lol

[@abdulbari1662]

Thank you Brian! This made me laugh so hard!

[@SomeStrangemysterious]

He got the audience to give him a standing ovation. Pretty slick. Assistant, grab a photo of that for my portfolio. Thanks.

[@Moonandowl]

Brilliant real-world advice. Phrasing the question to where "no" is the positive response. Going to start using this.

[@sharpsh00ter619]

yeAH, dont just have "conversations" with people, that's a waste of time. Treat every interaction as a "Negotiation" Play mind games with everyone you meet to get the most out of them!

[@Moonandowl]

@@sharpsh00ter619 you can still use this in a very real authentic conversation....even in counseling when someone is reticent to say yes to an intitial sensitive question (b/c of shame etc.) Phrasing the question in this way can help them make progress. It's not just a sales tactic.

[@jessicastern8597]

This guy is all over the place. I learned nothing in 22 mins. I can’t take anymore. Even his voice volume is all over the place.

[@unclebuck2502]

After watching this video, I instantaneously clicked "bookmark" in my browser. I will view it again and again for inspiration.

[@itcsmount6504]

Never appeal to a man's "better nature." He may not have one. Invoking his self-interest gives you more leverage. - Robert Heinlein (Time Enough For Love - 1973)

[@struki84]

This guy has almost perfect combination of confidence, arrogance, and self irony. And competence obvs.

[@yngrollie685]

You don’t get what you deserve, you get what you negotiate

[@revalfresh]

This is a real character that Christopher Walken could play.

[@Crifstar]

I can’t think about how many times I agreed with a person just to shut them up

[@Kyrelel]

You're right

[@RonHelton]

@@Kyrelel LOL

[@morehn]

So true

[@Treddian]

I'm that person who keeps throwing facts at another person until they're either so angry or so bored that they agree with me. It's worked pretty well for me as I'm now their supervisor.

[@CobraAquinas]

@@Treddian It's because you live in reality.

[@OPs1-1]

That was an amazing presentation. It didn't feel like I was watching this video for over 30 minutes. I took a lot away from this and felt like this video came to me (via YT suggestions) at the right time. Thank you

[@palestallion_tm]

"How are you going to help me?!" "Yes"

[@cherylgarnica7201]

What are you gonna do for me? Give me sumthin...

[@RogerBarraud]

42.

[@pete8820]

I bet this guy does the best Christopher Walken impression

[@ulriklange3924]

I think, Christopher Walken, have been making an impression, og this guy All along 😂

[@raphaelmupeta5869]

I have picked up something on managing the flow, understanding the other party and their point of view. Also laying the foundations.

[@davidsmith7456]

Great talk. Absolutely worth listening to again.

[@tedra8143]

So this is the man who always gets the best car deal in town

[@marvinfrancis740]

Does he ever pay full price for anything? 🤣

[@abepenner7497]

You should hear about the salsa red Toyota

[@Chery869]

He did a good job and he's very funny. Haiti loves you Chris Voss you should come and visit sometimes🇭🇹

[@mangochaz]

This guy just negotiated a standing ovation to his speech which had close to no analytical or research material at all

[@ReWriteTheRulebook]

I think that's the whole point he was trying to make....

[@drewbc32]

Bryan Smith - You watch too much tv

[@NewTruths]

You don't spend much time in the real world do you? Sure, there are no citations at the end, but most of what he is saying (albeit theory) has some decent research behind it. I think you saw the FBI part and an immediate state of distrust overcame your cognition. Watch it again, this time with a positive state of mind....

[@JenniferEgbert]

He's one of the most effective coaches I have ever hired.

[@bdc-muzik]

lmao... almost..."textbook..."

[@ProfFeinman]

Most interesting is the style which gives the impression that some profound insight is being given but, as comments below, it is hard to know what the hell he is getting at. This may be a very good negotiating method (if you have an agreeable personality). It gets so exhausting to try to figure out what he's talking about, you just let the kid go. Hell with the ransom! Damn, that was exhausting!

[@karenmullins488]

I'm so glad I'm not the only one had this experience.....I mean, what IS he talking about? He makes no points whatsoever, such a waste of my time.

[@glo1168]

It’s pretty simple.... instead of trying to get a yes, make people say no to reasons why they shouldn’t cooperate with you Instead of negotiating from the perspective of getting people to concede that you’re right, which is oppositional and distancing, get them to say “*that* is right”, by showing them that you’re seeing it from their perspective. Use humor and show respect. These things make you a very easy person to cooperate with and leaves a lasting positive impression for future cooperation

[@ericgravelle8620]

Very insightful video. Very complicated situations, and amazing that he was able to evacuate someone out of Haiti after gaining maximum trust within 3-15 seconds of a phone conversation. People like to think he or she knows everything, like all these critics leaving comments. Is it logical to say how uneducated and poorly spoken someone is when he or she has convinced terrorist psychopaths to not harm an American citizen? It is hard to think of a better spokesperson to lecture on this topic than an FBI negotiator who has saved many American lives.

[@PublicWifi]

I'll save you 30 min: Chris suggests empathy and rhetoric in order to receive a positive response (which may result in an overwhelmingly positive result.)

[@ethandenton3393]

I feel like it was so much more enlightening from actually watching it. Didn't you have fun as well?

[@technolus5742]

Thanks, I wanted to know the gist of it, but didn't have the time or sufficient interest in the topic to go though a 30 minute video.

[@TopNotchChampion]

True but you miss the way he speaks. The pauses. The tone. The way he tries to use empathy. Granted it's probably just better to buy his book instead

[@thriftedtreasures8646]

Thank you because I thought he was teaching to bore people to death

[@krazykkarl]

Exactly, he spent 33 minutes to say "you catch more flies with honey."

[@Theohybrid]

Mirror Neurons that aid in a gestures and emotions. What matters is how they view you. "How are you gonna help me" Resumes correlate loosely with if you can do a job. 3-10 seconds. "Tell me what you want me to do". - show them in 10 seconds what he was looking at and insight. "Do you see what I see?" Works with people involved. An addiction to 'Yes'. 'Yes' is a trap. 3 Yes's - Commitment - Confirmation - Counterfeit

[@bootlegger8818]

I listened intently to what he was saying and his insights are very helpful

[@brandonkarhu5599]

Last part of his speech was incredible advice. Thanks Chris.

[@Nonquack]

I bet this guy does a great Christopher Walken impression.

[@StorytellingHeadshots]

This is a guy who actually has some really important things to say, who is either devaluing or oblivious to the importance of the CRAFT of public speaking. His message is obscured by the rambling unfocused delivery.

[@bigdarby2830]

He’s an American Midwestern, just there way. Nice man and good listen either way.

[@tjgordon5]

Christopher Voss could play one hell of a Bond villain.

[@yamahapiano]

A Bond villain

[@grazzer88]

To summarise this nearly 35 minute video: Get them to say "that's right" even if it's by bringing up something unrelated. Also, it's better to get people to say "no" than "yes" because "yes" carries baggage.

[@CobraAquinas]

Try that out and see where it gets you, lmao Humans on this earth, and the things we believe.

[@doughodgson2832]

Not unrelated. By bringing up what the other side is feeling and what they're faced with, from their perspective. It looks like this video was cut up, and this piece was cut out, for whatever reason...

[@lizgichora6472]

So; interesting, funny and true. " Use empathy "...respect and appreciated, thank you.

[@samurai1833]

There were a handful of gems in the talk. To me this was more about a management style than anything else. Respect even for your opponents is a strategy that puts the odds in your favor, humor/graciousness is a strategy that puts the odds in your favor, knowledge, awareness and preparation are resources that put the odds of a successful negotiation in your favor. Gimmicks or contrived sales techniques are not likely to help you achieve your goals. It might be basic but it was all good solid information. Cheers.

[@juntjoonunya9216]

Well what did it come down to? I'm half way through and I'm falling asleep and struggling to make out the words he's saying

[@samurai1833]

@@juntjoonunya9216 Don't worry about it. If you can't give a boring presentation 30 minutes of your time you will never be in a position to make any important decisions. This isn't entertainment this is teaching.

[@dannyroberts8259]

Is this the guy who said, “Noice”

[@Trespahsser]

Danny Roberts no LoL that’s Michael Rosen.

[@blue1eyed9bee]

He gives other negotiation strategies elsewhere, and I used them on a nonverbal 4 year old I babysat once. The effect was pretty immediate and I was really happy with the result. I'm really eager to start applying these ones and we'll see what happens :)

[@sultankamaldeen4443]

blue1eyed9bee send the link here

[@doublendestruction2756]

@@sultankamaldeen4443 He wrote a book called split the difference

[@williamguildner7988]

I have dealt with FBI agents on several occasions for different reasons. They have been very polite , everytime…

[@_Mentat]

Why not? Manners cost nothing and often get results. So, politeness has a very return on investment.

[@_Mentat]

I should have said, a very high return. ;)

[@ervins775]

It strikes me how many, seemingly intelligent people(no irony), have opposing opinions about this mans speech. Both sides present valid arguments. I think we should settle this debate with: Its a matter of taste. If youre looking for hard facts and methods, you wont find many. But you are going to find pathos and ethos - strong rhetorical devices you can learn from.

[@notallthatbad]

@@douganderson7002 Says the guy who ends his sentence with a comma.

[@thursdaygrape]

striking takeaway: people don't care about/not even thinking about facts when you're negotiating with them in the moment. They only care about how they feel and if you can convince them you feel the same way they do.

[@Rattattattatt]

​@@thursdaygrape even more striking takeaway - people who are looking to improve their negotiation skills who believe they know better than someone who teaches it. Even more striking takeaway people who demand research yet do not pay enough attention to when the speaker told them to look up studies AND how they were setup so they can be the judge of the research. Even more striking - people who don't understand that research builds on itself and creates a nuanced approach like the one Chris has developed. So, people who appreciate and demand research don't even know what it is good for, how to determine its implications, or how to even find it on their own (i.e. do research). Very weird.

[@phataton8206]

If it works do it if it doesn’t don’t do it.

[@corbeau-_-]

8:36 I guess a continual debate is better than settling it. Especially if there is validity to it. He was 'an expert' himself at the time, but recognised there were flaws in the methods he used. There still are. Society changes slowly over time, like evolution, or empires. I'm a physical therapist, you won't believe how many scientific 'discoveries' turn out to be wrong. I myself like the conclusion that was made in the 1920's. Scientists got the nobel prize for discovering that the buildup of lactate in muscles is what causes them to fatigue. Only recently have they found out that the lactate actually helps to provide your muscles with energy that would otherwise be depleted. It's still a good way to determine when somebody can't provide the muscle with enough oxygen to keep going. But it isn't the cause of the fatigue, which was the dominant theory for about 60-80 years. Until people started to question the 'experts', instead of copying them. A similar thing has happend with an anatomical structure in the knee, that has been missed by nearly every student and teacher for 300 years. If everyone keeps practicing on the basis of the faulty knowledge of their predecessors, there is no progress. Just tunnel vision... Critical thinking is imperative, there is no settling the debate! That takes about a century or two... When enough people have repeated the same strategy and couldn't find any error with it. Expertise is relative. I'm not saying experts are idiots, just that they're human. We can still learn a lot from people like him, especially when you're not educated on the subject. But it's basically still just an opinion. That's why you need the centuries, so that several experts can find 'the truth'. In the good old days, everything was caused by God - better not question that... They'd burn you at the stake. The sun revolves around the earth! Etc.

[@DanLoFat]

I was talking about the smile, that sometimes I'm the smile and whether or not you believe that person's baseline smile is genuine or is trying to get you to think better smarter faster, the trick is there if you believe someone smile is not genuine you're already ahead of the game. You got 30% of your brain working maybe not 31%

[@Myspacemeta]

Never be so sure of what you want that you wouldn't take something better

[@omar1187]

read his book and it was awesome. I highly recommend it.

[@ejackson87asu]

Since 20 August 1986, a person born in Australia acquires Australian citizenship by birth only if at least one parent was an Australian citizen or permanent resident; or else after living the first ten years of their life in Australia, regardless of their parent's citizenship status (see Australian nationality law).

[@andrewcowan9066]

Just waiting for this guy to say, "But I do have are a very particular set of skills.."

[@mciavarini]

hahahhahahaha "good luck"

[@sanskarlamsal]

Ah! The Negotiator

[@tyes8392]

-Best general grevious quote

[@clownhands]

The best Al Pacino impression in the bureau

[@ericchengtv3506]

I got an ad for his MasterClass right before this video

[@MJWRTRCT]

That ad is awesome lol

[@professormancaptain4210]

Masterclass is the shit. Absolutely worth saving up for the all access pass.

[@yamahapiano]

Before this video

[@iAliiGaToRz1]

Gonna have Negotiations for my salary need to watch this

[@alienskullcollector3366]

This guy is super calm.

[@billmoyer3254]

negotiate CNN back into being a real news agency

[@joedean3263]

looking for a non-biased news reporting source as opposed to news opinion show. What do you recommend?

[@jscottupton]

@@joedean3263 Actually, I don't think there are any these days. Back in the 50's and early 60's there were lots of truly "objective" news outlets because there was a market for them. But not any more. America has divided into two camps and the news has ALSO divided into two camps.

[@danielho5635]

Sound advice for your sound engineer next time -- buy and use a dbx DriveRack, dbx RTA-M, and/or Peavey Feedback Ferret. Ring out the room. Learn to work the EQ. I know from experience that lapel mics are the worst to remove ringing and borderline feedback. I personally recommend Countryman earset mics. They are so much easier to control.

[@paulimacschannel6725]

Oh thanks. I thought I was alone with my impressions on the sound. I so agree with you.

[@originalsuccessjournal8723]

Thank you. That is real helpful.

[@AllanMcKay]

LOVE THIS! Huge fan Chris! I actually had your son Brandon on my podcast talking about negotiating not all that long ago. Keep up the amazing work mate! LOVE IT!

[@omnifarius6325]

1. Watched the video with the intent of learning how to get that new Switch. 2. Left the video forgetting what I came for and suspicious of people who say 'yes'.

[@lilabukvic4216]

Respect. As nurse I survived war in former Yugoslavia to be quiet. If I was speaking they had to kill me. But I want to learn to negotiate.❤

[@Beast-ty1sv]

9 most dangerous words ever spoken *"I'm from the Government and I'm here to help"* enough said!

[@MarcusCargillian]

Regan was a good speaker, not a good president. How could you trust a president who doesn't trust the ability of his own government?

[@jimmysalazar7039]

This guy has a Christopher Walken vibe!! Which is pretty cool

[@garimasingh5425]

💕🔥🤡

[@jc8799]

A lot of haters in the comments. I thought his message was pretty clear. Though I’m sure it’s probably because I don’t get hung up on looking for fault, only insight.

[@sanityone649]

Every high school kid in America needs to be taught how to negotiate on their behalf, how to understand what's at stake...what the other party wants out of the deal, and how to defend themselves against predatory presentations/solicitations. What if every person in America knew to say this when solicited by phone, "Sorry, I don't participate in phone solicitations." What if they learned to say that before they graduated from high school? How far do you suppose that little tip would go in reducing fraudulent phone solicitations? Thank you so much for the video.

[@Endeavor545]

Winning is on purpose. Chris had us see that he is human too at the end of his talk. You like him now. You learned something that you probably didn't know during his talking and maybe it changed you. You've seen the black swan!

[@JTuaim]

He proved himself to me. I negotiated with my better judgment and watched him. He won and I got nothing.

[@dzenisalickovic5868]

Are you serious that you couldnt take anything away from this? its probably your inability to relate and to figure out what he's really saying.

[@VladimirTolskiy]

1) Term "Habituation" was used a lot and I had to look it up. It is a very general term. 2) Teenagers take risks for the same reason that infants and toddlers stick hands in their mouth. This implies that Mother Nature has no problem with losing few specimen to keep the entire specie healthy. 3) A Devouring Mother would want to stop risky behaviors in teenagers.

[@doughodgson2832]

Diiiiid I watch a different video than you....?

[@CharlieGeorge_]

Wow, Rich Vos has really gotten his shit together.

[@MattttG3]

Hahahahahah lmao that's great. Bonnie really has helped him get his shit together after all

[@antonydrossos5719]

He wishes

[@stevejette2329]

But does his last name have two "s" ?

[@0Turbox]

@@stevejette2329 I would even guess, that the original name is Voß, for sure German origin. Maybe even related to the best fighter pilot of WWI Werner Voß?

[@JeffOHolleran]

Lmao!!!!!

[@telecasteredtodeath]

Brilliant, what a champ Chris Voss is. 2371 kidnappers give this a thumbs down..

[@sambutler94]

I'm watching this in the library and Voss almost had me kicked out from laughing at the Anderson Cooper bit at the end.

[@pistolCrockett]

That was funny....LOL

[@Inyourlap]

That tie would end all negotiations

[@jessicastern8597]

Inyourlap 🤣

[@lynnarthur1411]

Thank you Chris Voss. My fiance was abducted 12 days ago. I'm the only person the abductor will communicate with. The victim's life was threatened over and over the first 6 days (horrible acts of physical violence...and death). At first I showed desperation with how I spoked/replied to the demands. Then I began speaking to the abductor like a friend who feels confused and misunderstood. My man is still a captive, but the physical threats and damage stopped, and I have been straightforward about my inability to pay the man/gang holding him. My fiance is being fed, and I noticed his voice and speech is much calmer than in the beginning of his kidnapping. The FBI is involved...but my next step and intention is to release my fiance with continual compassion to all involved. I do know that my man will walk away from this crime with his physical safety intact.

[@JE-oj9en]

Is he free yet?

[@lynnarthur1411]

@@JE-oj9en Sadly... no. Thank you for asking. The victims of these desperate captors suffer from serious trauma. Whether the hostage is released... or not 😢

[@JE-oj9en]

I Wish you the Best. 😥

[@lynnarthur1411]

@@JE-oj9en ❤️

[@brethalbert2684]

May I ask why they targeted him personally. Usually when this happens they target someone whose family is loaded with cash so their chances of getting a ransom is high.

[@keilad4950]

so don't draw value to yourself, don't sell yourself. but add value to a situation and sell a happy ending

[@doughodgson2832]

Not exactly... More like, tell them exactly what they're looking at from their perspective, trying to get an emphatic, "that's right" from others before going on to 'sell yourself'/etc..