Hostage Negotiator Reveals Psychological Tricks To Win Any Deal | Chris Voss

Like networking, the thought of negotiating can give even the most socially robust among us cold sweats. The stakes can be as low as a cheaper head of cabbage at the local farmers' market or as high as the future of your career when you're trying to get a significant raise at your annual performance review, but negotiation for most of us never reaches a point where lives are on the line -- unless you're today's guest.
In this episode we talk to Chris Voss, who retired as the lead international kidnapping negotiator for the FBI, is CEO of the Black Swan Group, and is the author of the national bestseller Never Split the Difference: Negotiating as If Your Life Depended on It. From our conversation, you may be surprised to discover that the tactics for negotiating business deals and the safe release of hostages are startlingly similar. Listen, learn, and enjoy!
Full show notes and worksheet for this episode here:
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What we discuss with Chris Voss:
💡 How you can be a more effective negotiator for anything by using the FBI’s own field-proven hostage negotiation techniques.
💡 How to determine which of the three archetypes of negotiator you're dealing with: The Analyst, The Assertive, or The Accommodator.
💡 Who has the real leverage in a kidnapping or hostage scenario -- and how this applies to your own lower-stakes negotiations.
💡 What it takes to subtly convince someone to have it your way.
💡 The Black Swan Rule: Treating others not the way you want to be treated, but the way they want to be treated.
And much more...
Books mentioned in this episode:
📖 Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss and Tahl Raz
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📖 Thinking, Fast and Slow by Daniel Kahneman
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