FBI Negotiator Teaches Art Of Negotiation (Masterclass w/ Chris Voss)

Join Chris Do & Chris Voss as they share invaluable insights on negotiating with finesse and understanding others. Discover how to read between the lines, interpret emotional cues, and gracefully accept when it's not the right time for a deal. Learn the art of positioning yourself for long-term relationships and mutual prosperity, leaving a lasting impression that sets you up for future success.
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--
Host: Chris Do
Producer: Mark Contreras
Cinematographers/Editors: Stewart Schuster @RodrigoTasca & @Tascastudios MOCS Media

[@onetruecalling]

Chris Voss is a master at negotiation

[@mart1an42]

As I have always said, you can tell somebody almost anything as long as you provide them the opportunity to retain their dignity in the telling.

[@thefutur]

That’s the key

[@dougschache734]

two of my favourite teachers in one place. pure gold.

[@Goddibaba]

Happy for you, bro

[@Jay-ef2ii]

Canadian or English?

[@jennyjumpjump]

I love this guy. I learned a lot. He kind of reminds me of Mike on Breaking Bad

[@BeUnlimitedX]

I read his book years ago and I've been recommending it ever since. My favorite aspect of it was his use of film analogies.

[@CJordanNicholson]

I've been following both of you for so long now. I'm glad this conversation happened. Thanks!

[@dropmusicbranding]

Chris Voss: "there's a ding every time I say something Good". If that's not Sonic Branding.. We don't know what is! 🙌 Amazing video, two of our favorites persons!! ❤

[@thefutur]

Got to roll with it.

[@camiloguzman1801]

The quality of this material and it's inner lessons are so good, that i have to pause and replay what Chris says to digest better the teaching and integrating into my experiences.

[@raeraejinks8812]

GREAT interview, smart clean and to the point!

[@thefutur]

Thank you

[@raeraejinks8812]

You are welcome, happy that you have a lot of energy!

[@michalbartosz4878]

You are both fantastic mentors that I own plenty to and two gentlemen with heightened emotional intelligence. How wonderful this conversation too place. Thanks for pulling it off and for all the teaching Chris. Peace.

[@thefutur]

Thank you 😊

[@iunderstanphotography2780]

Been listening to Chris Voss off and on since 2019 or so, when he was on here before, and on NPR. He just pops up. now they're together again

[@purplehayes33]

Chris Voss is one of the best … loved his master class and audio as well. Highly recommend

[@bassfan82]

This is without a doubt one of CV's best, if not thee best interview he has done in all that he has done

[@thefutur]

Thank you so much.

[@antonpolinski]

🎯 Key Takeaways for quick navigation: 00:13 🚫 Chris Voss emphasizes not engaging in "work for hire" and using a calm voice in negotiations. 01:23 🙅 Chris discusses the three kinds of "yes": commitment, confirmation, and counterfeit, highlighting the pitfalls of the “yes momentum” or “momentum selling” tactic in negotiations. 02:58 ⚠️ Even a simple yes, like agreeing to talk for a few minutes, can create tension and concern, implying the importance of understanding the underlying intentions and comfort zones in a negotiation. 03:25 🎰 Chris introduces the Las Vegas analogy to illustrate that using certain techniques (like yes momentum) might lead to deals, but could be limiting one’s overall potential in the negotiation field. 05:44 📉 Chris stresses the importance of avoiding "happy ears" (hearing what one wants to hear) and embracing "no" through a method he refers to as a "tactical no," which he implies may yield more honest and advantageous results than pursuing a “yes.” 07:37 🚫 Discussing the futility of "yes-oriented" questions and highlighting how they're inefficient in extracting honest and clear answers from clients, especially when inquiring if they are considered the vendor of choice. 08:45 💬 Emphasizing the importance of tactfully understanding where you stand with clients without forcing them into uncomfortable or dishonest responses, and offering a better alternative question: asking clients to rate the likelihood of securing a deal on a scale from one to ten. 09:27 🧠 Providing insight into how immediate, unhesitating responses versus pondered, hesitant ones can reveal whether you are the favored vendor or not. 10:36 🤐 Introducing the concept of "Dynamic Silence" as a technique to gather non-verbal data and read a client’s facial expressions and emotional state during conversations, thus gaining additional insights without direct verbal communication. 14:10 🌱 Shifting the focus towards nurturing long-term relationships and setting the stage for future collaborations when the client is ready, while also establishing a positive and cooperative last impression to ensure a stable potential future partnership. 16:01 🚫 Chris describes how some clients may engage in predatory behavior, attempting to extract more information and perhaps get angry or name-call when denied further interaction. 16:29 🏡 The unconventional methodology taught to residential real estate agents, like avoiding making listing presentations, which are viewed as a massive waste and too common in the industry, is highlighted. 17:12 🚷 Chris emphasizes that refusing to be manipulated and being firm with one's boundaries, even when potential clients express anger or dissatisfaction, is crucial in maintaining integrity. 17:53 🎭 The Drama Triangle concept is introduced, explaining manipulative behaviors through the roles of rescuer, persecutor, and victim, and illustrating how a persecutor often transitions between being a victim and a manipulator to keep others off balance. 18:47 🔄 Chris introduces a strategy to gauge your standing in a bidding scenario by asking potential clients to rate, on a scale, the likelihood of winning a job and then being alert to hesitation or non-verbal cues that indicate you may not be the preferred vendor. 24:37 🎙️ Utilizing the "late night FM DJ voice," which is a downward inflecting voice, conveys confidence without coming across as cold or distant. This technique, involving a slight drop of the chin, can instill confidence in the listener and is applicable in various conversational scenarios, regardless of gender or vocal pitch. 25:16 🚫 Adopting an immovable position in negotiations, especially regarding crucial terms like refusing "work for hire" clauses to protect intellectual property, can be executed without invoking hostility. It’s vital to stand firm on certain conditions without initiating a feeling of being threatened or attacked on the other party. 26:52 📢 Differentiating between the three basic voices (assertive, accommodating, and analyst) to manage negotiations effectively. While the assertive voice can be counterproductive, the accommodating voice is typically helpful and the analyst voice is useful for setting boundaries without being confrontational. 27:34 😄 Employing the "speaking smile" or "accommodator voice" facilitates the delivery of potentially unpleasant information or timid questions in a palatable manner, preventing inadvertent shifts into an assertive voice which may introduce friction into the interaction. 28:16 🔄 Advocating for "small Stakes practice for high stakes results" implies that you can utilize everyday interactions as a practice ground for negotiation and conversational skills. These repetitive, low-pressure scenarios, such as interacting with service staff, help in refining techniques and enhancing emotional intelligence before applying them in high-stakes negotiations. 33:23 🤕 Managing relationships with family and close ones can be challenging due to inadvertent past wounding and ensuring alignment in communication. 33:51 🚶‍♂️ Being consistent in your actions and words is vital, especially with people you have history with, to ensure trust and cooperative endeavors in future interactions. 34:33 😡 Unacknowledged past hurts can linger and influence present interactions, sometimes without one party being aware of the impact they've made. 35:57 🎅 Balancing the truth with emotional sensitivity, like in discussing beliefs (e.g., Santa Claus) with children, is a nuanced aspect of communication and can leave lasting impressions. 37:34 🗣️ Addressing possible negative thoughts or accusations upfront can prevent them from becoming a hindrance in negotiations. 42:31 🏷️ Labeling emotions or negatives, whether your own or the other party’s, has been proven to diminish their impact and ease tensions. 43:00 🧠 Verbalizing fears or negative emotions can reduce the psychological pain or stress they cause, supported by neuroscience studies involving labeling emotions. 43:56 🔄 Applying the principle of verbalizing emotions to oneself promotes healthier relationships and prevents uncommunicated resentments from festering. 44:26 📰 Subscribing to the Black Swan Group's newsletter, "The Edge", provides actionable and concise negotiation insights and tips. Made with HARPA AI

[@guanchristina118]

OMG! The CEOs of my two favorite channels have a conversation! ^_^

[@sergeballiet6645]

I loved Voss' reaction to the chime sound 😂

[@annapuczyowska8772]

I loved the editor´s response too! haha

[@CryptoGrit]

the part about asking the potential client to rate the odds to work together is brilliant :)

[@theKayBtv]

I've missed these long episodes. This was like OG Futur.

[@futuretechnology7679]

Thanks for using Men of Color for Successful references.

[@MarkT923]

While watching this video I was chatting with ones of my partners on slack. When the chime went off I kept closing out the video looking at my text messages and slack thinking I was getting messages. When I didn't see anything I started checking my emails. Finally Chris called it out! I thought I was trippin out

[@victorbrb]

47min that felt like 5! Waiting for more! 🙌

[@llda]

Indeed the chime kept coming when he was saying valuable stuff 😂😂😂❤

[@judge218]

WOOOW!! U got Voss to come on your show!? 😮Immediate click!

[@MyEyeOnAi]

This is about to change my life for sure

[@lorenzojavier-av]

I would love to see an uncut version of this episode.

[@tetianagorova]

Damn! This is so awesome! Thank you, Chrises ! 😄

[@filix92]

Absolute high quality content as always.

[@felixsmittick9128]

This is Gold 💯👍🏾 Thank you for sharing ❤

[@richarddeocio]

Definitely listening more than once

[@Alex93650]

I've listened to a lot of these kinds of interviews, from your channel, from other peoples channels, and this has jumped to the top spot of what I would consider the most useful interview conducted because there is so much knowledge compacted but not breezed over, with so many clear lessons that you can make applicable to your own life right away. This is going to be one I end up listening to multiple times. Voss' expertise on the matter, and Do's ability to extract it with the right questions and shaping the flow of the conversation which is also expertly done, makes this deeply enjoyable and instructional to listen to. Thanks to both of you for getting together and sharing this valuable information.

[@thefutur]

Thank you so much. I appreciate you noticing.

[@DanieleSicaRealEstate]

Excellent!! 🤓thank you would be nice to have him on an interview- lots to learn 🎉

[@drjmapple5510]

Holy Crap! I can’t believe this happened! The CHRIS’! Wow! Just wow! I’m Fanboying right now.

[@FrancisJMotionDesigner]

Great stuff! Thank you

[@l.a7710]

My mom always told me: There is no Santa Claus, your dad buys your gifts. I accepted it and never gave it much thought. I knew my classmates were lied to by their parents but I didn't care. As a parent I keep that tradition. Why parents willingly choose this Lie baffles me.

[@chewbaccassecretlovechild2607]

I had a similar scenario. I was smoking 40 cigs a day at 5. My mother said it would toughen me up ..She's currently serving 20 years in prison for negligence

[@toxichammertoe8696]

​@@chewbaccassecretlovechild2607I'm not getting the application to his story?🤔

[@Bruss813]

​​@@chewbaccassecretlovechild2607Get over it and enjoy your life.

[@AttsMattsMixy]

Absolutely amazing podcast! Thank you, Chris for always pausing and summarizing the key points. Helps alot!!

[@thefutur]

My pleasure!

[@0regrets1]

Thankful for you guys and Marshall!

[@quickpackstudios]

Amazingly insightful video like always The Future/Chris!

[@DesignWho]

I'm watching all your live streams again, even the very old ones. I miss those streams

[@Rebecca_Spirits]

WOW!! This was a fun one to listen to! Thanks!

[@Allthebest1010]

Nice see Chris interview Chris especially bc he has mentioned his book a few times over the years. ( which is right on my dresser, -next to Atomic Habits)

[@SOSM209]

Practice, practice, practice!

[@davidtao5957]

Wow this is great stuff

[@CJordanNicholson]

Re: the bit about reading people. As an autistic person I would just like to add that if it were as easy as pattern recognition and data gathering, non of us would be having any problems socially. The issue is that it's a processing problem. It's kind of like every time someone talks to me, I get an IKEA package. I have to put together. all the data and cues, and because of the hyper connected brain, it can take a long time. It often comes across as "I didn't hear you". But I heard them fine, I just won't be able to understand until my brain finishes translating it all. But then I have to take my thoughts and translate it back to neurotypical language and I have to remember how to hold my face to that people don't get the wrong impression. In that process a lot of data or cues get lost in translation. But it's a bandwidth issue, not a skill issue. Also rubix cubes are just a simple math formula. You can do the same moves everytime and solve it no matter what. It's more a math magic trick than a puzzle. Way different from reading people.

[@MrArtVein]

That's really interesting, because when this happens for me I get readymade furniture and free delivery. but then again I was a P.I. for a few years

[@thefutur]

I’d like to talk to you. Is that possible?

[@cinefilmico]

😊 So much useful content here!

[@abomarsyr103]

remembering one of the best movies and one of my favorite films

[@anttijumppainen9213]

Great thanks!

[@micbab-vg2mu]

great talk!

[@andrewmason8691]

My two favourite negotiators. I wonder if a price was negotiated to get Chris on the show. Pray, tell. 😊

[@rafaelludicanti2]

Sorry, chris, for the delay. Thank you for been here. Howcare you?

[@Sigmaified]

Great content

[@samirelzein1095]

There s a ding every time i say something good too!! Who else?

[@KenwayAfamOforeh]

Finally!👏🏽

[@carlosg218]

That's right!

[@KODYGnlp]

Great work Chris Do

[@thefutur]

Thank you Kody

[@dangnguyen9137]

Nice❤

[@quinnfrank6538]

Great info but i absolutely HATE all the short cutd in between sentences

[@rodmullen64]

I have almost no need for this information but it was very interesting nonetheless

[@cacarver1982]

12:19 my daughter is on the autism spectrum and she calls me out every time I use mirroring. “You’re just repeating what I said”

[@SOSM209]

Turn yourself into a force! Believe it!! Use your eyes, ears, feel your client. Work with them, not against. It’s lost common sense. 😮 we must practice, practice, practice!

[@traianivanescu24]

I’ve watched both you and Chris Voss’ videos on KZbin for long time. Though I’m not a designer, I find interesting things on the Futur. It was the most difficult video to watch. Literally. I don’t know why you decided to change the format, but the scenes are cut and changed so frequently, that it makes me feel very uncomfortable. I appreciate your work so here’s my two cents on the matter. I like your tone and style since it’s calm and soothing. I actually prefer your tone and the way you present rather than very energetic people. I know you had an interview with Vinh Giang and he gave you feedback on your tone and the way you end your sentences. Though he has his own style and he is successful, what I like about your videos and maybe one of the reasons I can watch you on and on is you talk like you would talk in a conversation, not as in a speech or presentation. Personally, I feel your style very friendly and supportive. Having said this, when I don’t just listen to your videos but also watch them, I want to feel you’re talking either to me or that I watch you having a conversation with someone. Changing the scenes like this is unnatural. When was the last time someone talked to you and popped in your face in the middle of the sentence? I don’t need this artifice to keep me focused and engaged. Your stuff is good enough for me. I hope my feedback would save you and your editor time and money. I want to stay engaged not distracted by a ridiculous amount of scenes in an educational video. It’s not just annoying and distracting but, as I said, it’s physical uncomfortable. Let the music industry have its crazy videos. Just like your tone, it helps me ponder on what you say if you keep things focused, not in all directions. I hope you’ll continue to make food for thought videos and not turn into junk food by copying videos who based their engagement on bombarding the brain with constant shifts in the scenes.

[@thefutur]

Thank you for the feedback and your support. I think you’re the anomaly because most people have attention deficit. So our editors add cuts to the videos.

[@traianivanescu24]

​@@thefutur I can't deny what you said. I binge Chris Voss's and your videos. Though I'm not in your industry, I find the business information and content very interesting and useful. If I can continue with the feedback, I like the informative videos but the videos where you take participants to a point are way more powerful, for me at least, as I feel more connection when I see a person having an issue rather than when someone pours information. I think it's more related to the way we learn in life, in context. Also, to what you said about attention deficit. One of the things you stress out and say you know people have a hard time accepting is narrowing down your audience. I know growth is important so please, don't take this as an advice but more as of food for thought. Would it be against your teachings regarding narrowing down your audience to focus on people who can engage with you normally? I'm not saying cuts are bad. It gives a better flow to the conversation. However, when there's too much information shot rapidly, how much information do you think can be processed? I like your tone, pace and volume a lot. There's probably always a smile in your voice I can sense which I find it to give your talks a genuine interest of helping people. As for someone who listened to hours, if not days, of Chris Voss' videos, read his book Never Split the Difference and see the way he talks, it was not, in my humble opinion, the best light for him. He takes time for people to get what he says, slows down as you know. Maybe next time you can cut down on some cuts. I speak fast myself. That's why I probably enjoy you more :)). I thank you for your work. ^_^

[@TheApe97]

Great to listen, hard to watch. Why having to change the frames every few seconds?

[@SOSM209]

Mirror Talks, journal, S.T., MMPC…🦉

[@octaviews]

I love FBI, is so good that you should think of exporting IT’s concept? There is Most Definitely a Market for IT. Take my 2 cents.

[@jdiswatching]

8:24 and I was thinking it is my phone which is ding dinging.

[@bestpetzone]

Lol, I just re-read Voss's book like this week after following both of Black Swan Group and futur for years, just happen to start watching Do and Voss again and THEY ARE F**KING TOGETHER ON THE SAME SCREEN THIS IS🌶🌶🌶🌶🌶👄💯❤‍🔥💦

[@thefutur]

Haha.

[@breathspacewiththomas]

Help me understand something that I’ve been struggling with. This video was released on July 21st. The fireside promo at the end was for event on June 30th. How am I supposed to reconcile that? How come you left that promo in the video given that it’s out of date?

[@thefutur]

Good point

[@Mrbriangalvan]

Website down?

[@HANNAHLUMERIA-it5rw]

CHRIS VOSS

[@GMoney-B]

Great. After 36 years of being on this beautiful green earth... and this is how I find out Santa isn’t real?!?! ... 😭😖

[@Ciprianosaur]

Wow

[@danthedingo]

he told the santa clause death bed joke twice like it was the first time both times

[@thefutur]

What does that do to you?

[@sikhobodoza5288]

- Make umntu agree ngezinto ezincicni first. -

[@bulldog3512]

1-10 what are the chances you invite me on your podcast?

[@muhammed_ajwad]

❤❤❤❤❤

[@rubencabango5120]

"If you don't know who's the fool of the game, is probably you" - Chris Voss

[@listenergy]

listening the 4th times now haahhaha

[@rafaelludicanti2]

Hostages. We do not take hostages, in case something happened. Whats going on?

[@rafaelludicanti2]

We are not criminals, cris. We are protecting ourselves from fear. Ok? So. Go on, man.

[@rafaelludicanti2]

?

[@rafaelludicanti2]

Chris, font take me wrong, vut ai will have to disagree. Clearly, from experience, I know what you mean. But those rules (and im giving up gold for free here) dont apply to ne in a negotiation. Still. It puts me in a huge disadvantage apparently. So, yes, I want to learn from you. But, sir, I suggest we negotiate how we will negotiate, define agreement, stablish what is a deal. But I got your point. Nevertheless, it will lead us to something else. I doubt you did not agree if you need. I amnot those men. I rather die than become someone who will use a deal as an oportunity to deciet. Even vecause, man. Im tired of this. Ça? Ça c'est pas la vie, mon amie. This is society, not reality. Reality is all it can be. Society is precosely the consequences of a deal.

[@yungteach]

The constant change in zooming in/zooming out was incredibly distracting, Chris.

[@thefutur]

Ok. Thank you for the feedback

[@lorellamessana2346]

My name is Lorella Messana I have beening follow you

[@lorellamessana2346]

I have been following you . Il mio inglese non e’ ottimale sono in Italia

[@lorellamessana2346]

Palermo

[@lorellamessana2346]

We are considered costruition . No vax no Messina Denaro no Berlusconi no Pinocchio

[@lauracamellini7999]

It's very predatory, I agree, no dignity there

[@svenmeier651]

Re 17:10 So, because someone is upset because you aren't providing somethings standard as part of the bidding process they are the predator? Dood, you are in effect wasting their time too. If you are part of a larger bid and refuse to provide industry standard material you will be rejected, rightfully so and not infrequently blacklisted. Especially dealing with bigger clients don't have the time for this unicorn attitude. They have boxes to tick and no patience for these shenanigans.

[@olgasimon9363]

Weirdly, it was not comfortable to listen to this interview because all natural pauses have been cut out from Mr. Vosses speech. And it feels like his speech rate has been speeded up for whatever reason.

[@starlord7420]

This yes bs came from Joe Verde

[@midnightmoonlight1597]

Is he ok? So much slurring...

[@cxa011500]

Signs of stroke 😦

[@midnightmoonlight1597]

@@cxa011500 oh dear, hope he gets better soon.

[@sjoyceboyer4719]

Stop the camera shenanigans, ok I'm dizzy already.

[@slipperydippery]

Interesting video, but this is the most annoying editing. I'm paying attention, I don't have to hear things twice

[@jamesbobbski2269]

Great content but I don’t see the purpose for it to be so edited. Wouldn’t it make sense to showcase the cadence of a hostage negotiator? You even made the comment of him moving too fast with his information. And you made it faster with the editing 😂

[@csiri6758]

Can't watch this, way overproduced. Why so many cuts and stupid editing?

[@thefutur]

Sorry to hear that. We're always trying out different editing styles. We have taken notes and making changes

[@GuiltyNoticer]

we need a CIA agent next

[@thefutur]

They can’t reveal who they are

[@capacola262743]

forgive my ignorance, but what is meant by "work for hire"? if a corporation hires him for consulting, isn't THAT work for hire??

[@thefutur]

Do a quick google search. It’s a legal classification.