Jocko Podcast 354: Everything in Life Is A Negotiation. With Chris Voss.

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Join the conversation on Twitter/Instagram: @jockowillink @thefbinegotiator @echocharles
Businessman, author of "Never Split The Difference". Former FBI hostage negotiator. CEO of The Black Swan Group.

[@timothy6966]

Two of my all time favorite books for general life and leadership skills: Extreme Ownership, and Never split the Difference. Amazing to see these two legends together.

[@patrickdenis3446]

HELL YEAH! Get Some!!!

[@tony9146]

Never split the difference is truly game changing. I’m going to have to check out the other one you mentioned.

[@timothy6966]

@@tony9146 Extreme Ownership is actually written by Jocko, so if you like his podcast, chances are you’ll love the book.

[@danielharris4965]

Since you like those, Guidelines for the Leader and the Commander by General Bruce C. Clark is another book you should look into. Jocko did some videos on it I believe.

[@Guitarrecovery]

​@@tony9146 ▪︎▪︎ '' xx'x#

[@mikereyna2680]

My first boss told me “under promise, over deliver and over quote, under charge. You’ll make more loyal customers than the ones you chased off.” He was right, every time you’re over schedule or over budget, it goes bad.

[@JrnMnd08]

Over quote and under charge seem to not make sense. If you see this please elaborate

[@Psycogenius]

@@JrnMnd08 As a basic example, let's say you run a landscaping business and have quoted a customer $1,000 for a job that in reality you believe could be done for $800. During the job material costs were a bit higher than expected and came out to an actual cost of $964. You can come back to the client with a bill (charge) that is less than your quote. You came in under the proposed quote price and still had all your costs covered. The customer is happy, they are likely to refer you out for more work, and your business didn't take the financial hit to finish the job.

[@mikereyna2680]

@@Psycogenius exactly that

[@Realerikmartinez]

Episode 354 is 3 hours and 54 minutes long…… Makes this great episode even better.

[@cactusjackhausen8508]

It's a sign!

[@DAdeuceeight]

I was just about to hit the like button when I saw there were already 35 before me...(so here is me giving four-tenths of a 👍)

[@paulkitchen1300]

I used to do that overestimate thing with my construction remodeling company. If I told them it would take two weeks and it took two weeks they were okay with it but a little bit negative. If I told them two weeks and it took me two weeks and one day they were not happy at all. If I told him two and a half weeks and it took me two weeks they were ecstatic. It's all about perception.

[@JoseGarcia-vr8mx]

No WAY!!!! Why isn't this Podcast 8 hours long?! All kidding aside, I will be listening to this 4-hour-long Podcast becuase I know this will be gold! Thank you, Jocko and Chris, for making this happen!

[@Electronicsflippa]

Mr. Leadership and Mr. Negotiation in the flesh. It doesn't get any better!

[@LivinginCentralNewJersey-ep4bq]

if you haven't read his book; Never Split the Difference you have to read it....

[@katno9936]

This one might be my favorite. Not only is Chris obviously at the top of his craft, he is also a great storyteller, captivating. And what a concept to focus on in this day and age.

[@rachaeltatarka8786]

Working for a company with the poorest leadership skills, this podcast has been a rainstorm in a drought for me. I’m so grateful there are people who do listen, are humble, and never split the difference. Thank you! #thatsright

[@rktsnail]

I’ve listened to hundreds of Jockos episodes and other self improvement pods. This was top 5 most useful.

[@disciplines4jesus]

What Are the other ones?

[@ChrisV25]

"You don't get what you deserve, you get what you negotiate" - Advice I got from a lawyer once. Stuck with me.

[@scottsherman5262]

Ya, & it sure is true...but it shouldn't be!! I aught to get what I freaking earn/deserve, what my merit dictates, what my scarcity of skill dictates....but you're absolutely correct, that ain't what happens in real life.

[@mandospurs]

@@scottsherman5262 The capacity to negotiate is a skill, and adds to your merit.

[@cdrtej]

That's my first law of contracting.

[@scottsherman5262]

@@mandospurs But the thing is, "negotiating" is inherently slimey, & what about American heroes like me who'd rather not be a slime ball? Is it equitable (that's for the woke peeps) that a less skilled/talented/productive person gets more simply because they're willing to play the office politics game & I'm not...because I'm busy maintaining my moral standards & again, just generally being an American hero?

[@CharlieGr]

@@scottsherman5262 There are many slimy negotiators, but it doesn’t have to be that way. There can be a mutual respect gained by two men haggling with one another. I know you want to receive what your merit has earned, but the other person also deserves what they have earned. Often, the best case for both parties is discovered through the process of negotiation. I negotiate compensation between companies and executives as part of my job. Ideally I can break the deal early if there’s not a fit, but get the candidate fair compensation when it is a fit. Company gets value, candidate gets money. But neither side is wrong for initially wanting more. Edit: There’s a great guest article on the Art of Manliness about “haggling”. Kind of anti-American, but that’s because we’ve lost the guts for it.

[@sastracaksusa2728]

1:30:52 Segue from personal interview of Chris to discussing Black Swan Techniques 2:52:52 bookmark

[@almmason7]

Thanks! 😁

[@broubaby6706]

2 of the biggest experts on leadership and negotiation on 1 show ... I feel like I have died and gone to heaven! Normally 4 hours is a long time. I couldn't stop listening and hungered for more at the end ... very well done Gents!

[@scorch4299]

Willink-Voss 2024. Can you imagine how much America would start to improve?

[@volcaniadread]

great one ty 🙏. where the fun begins 1:30:50 ...and ends 3:23:51 :)

[@meet_codes7467]

Thanks

[@bravesfan714]

This was a super long podcast, and yet it felt way too short. Would love to see a part 2.

[@logsignup9887]

All time stamps 01:00:00 - How I became a negotiator 01:05:00 - Negative emotions 01:15:00 - FBI hostage negotiation 01:20:00 - Mirroring 01:25:00 - Better deals 01:35:00 - Listening 01:40:00 - Voice tones 01:45:00 - Psychological reactants 01:50:00 - Empathy 01:55:00 - Negotiating with Muslims 02:00:00 - Empathy 02:05:00 - Negatives 02:10:00 - Start with now 02:15:00 - Get a no 02:20:00 - Behavioral change 02:25:00 - Neurochemicals 02:30:00 - Deadline 02:35:00 - Respect 02:40:00 - Manipulation 02:45:00 - Calibrated questions 03:00:00 - Rapport 03:05:00 - Differences 03:10:00 - Jacko's Fulpment 03:15:00 - War between big companies 03:20:00 - Chris Voss's podcast 03:25:00 - Emotions 03:30:00 - Rational thinking 03:35:00 - Negotiation 03:40:00 - Juicers 03:45:00 - Face and body language Hope this helps ❤ There maybe some mistake in time stamp if you find any tell in the comments 😊

[@gambar]

legend!!!!

[@EOCA]

So pleased I got to watch this. Thank you Jocko for having Chris on, one of my favourite guests on any podcast.

[@volcaniadread]

2:21:37 behavioural change stairway model! 1. active listening 2. empathy 3. rapport 4. influence 5. behaviour change

[@marktheboys]

I really liked Chris’ book and am excited for this podcast.

[@matthewlynch3841]

Absolutely

[@Last_Chance.]

Thanks for watching

[@tony9146]

I’ve read many business and leadership books and the only modern one worth its salt is Never Split the Difference. Chris is a legend and his techniques work so well when applied in the real world.

[@matthewlynch3841]

@@tony9146 Same exact sentiment!

[@Mike_Phoutrides1611]

Read this book in 2020 for the first time, read it about once a month after this. This book is truly a game changer. Thanks Chris!

[@brunosoaresrodrigues8957]

Audio: no go.

[@KnospeSpencer]

Gotta lipread;)

[@DannyFrank]

First, thank you all for your service. I feel this is the best learning podcast ever produced. It talks about leadership, with the art of real negotiating skills. It is a must Listen/Watch for everyone. Don't let this one sit in you TO DO soon file... As a Realtor, I'm always looking for the one thing that clicks for me. This is it.

[@YG-zv3me]

This podcast has some of the most interesting guests and is the main reason I watch KZbin!

[@chrisgodfrey7329]

This episode is fantastic. These two guys are super heroes in their field and a major influence in my success. Thrilled they sat down to chat and we got to listen.

[@kcraig9950]

Perfect timing with this podcast! I am taking an 8 week Master's in Counseling Techniques course and everything you just covered (listening, demo understanding, tone of voice, pause, open ended questions, mirroring, labeling...) is straight from my textbook! This podcast is like the cheat code to applying the content I have learned. Thank you!

[@almmason7]

So, true!❤ Same here in my Grad program but we didn't get enough practice in my opinion I think it should be a requirement and taught throughout the program. Now I'm a Realtor which requires these skills alot and I'm practicing all day...😅

[@suzanhodges415]

You are the best interviewer Jocko and your guests unendingly interesting, educational and inspiring.

[@johngriffin8879]

The two most impactful personalities of mine over the last few years…..this is pure gold👊🏻

[@ukfan1230]

I’ve been waiting for this podcast for 3 years.

[@manuelpineda9067]

Finally here, wait is over!

[@SpiritualMachines]

No audio? Good. More time to learn to lip read

[@reknirbecurb]

Chris Voss!! Bring on the late night DJ voice 😂😂

[@EstaySure]

Discipline and leadership from war is a good Standard to build discipline in your life

[@josevilla3709]

Two of my favorite books, extreme ownership and never split the difference

[@davidalderman3620]

Great conversation and insights into human behavior and learning new skills. I have read Chris’s books both Never Split the Difference and Full Fee agent since I am a Realtor.

[@vladimir.zlokazov]

I've read Mr. Voss's book a while back. It was great to renew all that and also to get to know him better. Thank you for this podcast!

[@Mercury_EG]

Solid interaction here. Leadership and Negotiation tend to be closely tied and it's interesting to see this play out by two of the best.

[@james9902]

Just placed my order. Thank you for bringing this book to my attention.

[@user-yk5lz2go6w]

Incredible! I could watch this a million times and still learn something new! Thank you all for your service.

[@eddier155]

Chris is always such a wealth of knowledge when it comes to dealing with difficult situations.

[@simpleman7203]

Brilliant conversion that has absurd amount of useful gems. Definitely will go reread the book with making notes and comeback again. And I hope these guys will do the part 2 (and 3 too 🙄🙄)

[@shannoncurtis7640]

Shout out from Kansas City but born in Cedar Rapids Iowa!!! Wonderful place to live & still a hell of a place to raise good people with manners and hard working!! Great episode Jocko and thank u both for your service sir!!! KC ❤️💛❤️Go Chiefs!

[@martyletitbee1519]

Navy Seal lip reading lesson 1 folks let's go we can do it!!

[@kennethkernen7031]

This podcast is a game changer! Amazing. Just ordered the book. Get some.

[@Last_Chance.]

Got some

[@BASEDinMaine]

Excited for this one. Love Chris Voss. Read his book (Never Split the Difference). Content is definitely relevant to Jocko's leadership and organizational work, and his voice and demeanor will fit the "noir-style" lighting :)

[@scottsherman5262]

Seems like this is one of the most interesting Jocko podcasts recently.

[@mcd3731]

I love listening to Jocko read! 🤗

[@WebbiestZeus]

Chris is a goat I'm glad he's getting out there

[@hiramhaji7813]

Outstanding podcast

[@biggSHNDO]

Busta rhymes story made me geek out. That was awesome.

[@deadarmd]

Thank you guys for the Content!

[@aliciascott3176]

So excited to watch this interview. Like Echo I got this book when it came out, took the Master class and have taken advantage of all the free stuff from Black Swan. Thank you guys for putting this one together.

[@Last_Chance.]

Thanks for watching

[@kennethkernen7031]

Might be the most educational Jocko podcast yet!

[@leesonoutdoors]

Outstanding!!! Already ordered the book

[@razorgen4]

I've been hoping for this mash-up forever. Get some.

[@mydog7771]

What an awesome guest. Very mind opening.. I will buy the book

[@wagnerp1213]

"Good evening echo ! " Good evening " showing up for duty demeanor 😂😂

[@alexandernelson9190]

I discovered Voss on youtube when trying out for my agencies Hostage Negotiations Team. saw this in my recommended videos HAD to watch.

[@1cg2020]

“If you’re so confident in your intelligence , that you’re willing to look stupid, then you’re happy to Mirror!”

[@aaronsabel]

another excellent interview and all the more grateful for a positive perspective of the agency, down to the agent perspective and experience, in this day and age when there is so much criticism regarding the politicization of the agency. if you interview Chris again would be interested in his opinion and experience on the politics within the agency and whether the idea of heading fed agencies in the future from within the ranks of that agency rather than outside of agency political appointees would be helpful.

[@jasonhagensen5963]

I've read his book 6 times! Such valuable information

[@deborahcooler8392]

I can believe it. I am listening to the podcast...again. Yes, valuable and lots of it.

[@toms1197]

Charles schwab did exactly the same thing when he addressed the steel workers at bethlehem steel when they had to make liberty boats for world war one.

[@nihaofamily]

fascinating... gotta replay it on less than 1.5 and take notes

[@pakistanihackers9140]

For some, short-term investing in floating rates is simply a default position as they find that stocks are highly valued everywhere, meaning that perfection is often at a premium, which increases the risk for some thoughtful investors. It's not necessarily a matter of timing. For others, it's a way to build a neutral portfolio in a situation fraught with uncertainty. Finding a good investment advisor goes a long way toward organizing and planning this. I recommend Dan Price CFA because of his unique understanding and analytical approach to the markets.

[@StiMullen]

How to find him.

[@pakistanihackers9140]

If you need a broker recommendation, I recommend Dan Price C FA @@StiMullen

[@pakistanihackers9140]

You can find him online, I have learned a lot from him.@@StiMullen

[@Jerry_Offord]

I'm really happy that I was able to spray someone on here with the same counselor as me, he was really great and helped me recoup my losses.

[@grantharper7515]

I'm learning so much useful information, thank you!

[@kevinyoung1480]

Killer book i have tried some of the techniques out of this book and they work. I always look for the black swan.

[@Midnight76]

Cant believe I missed this one! Chris is great, reminds me a bit of Christopher Walkin’

[@nicholashuys977]

Shout out to Mt Pleasant! Attended and played football there at Iowa Wesleyan! Awesome to hear about someone from the area!!

[@billy8216]

I read Voss book, it was great.. seen his other talks.. very good.. don’t know how I missed this with jocko but watched it all and it was awesome….ill watch anything with Voss on and he’s right on as I too had fbi time….

[@Dr.P.I.]

1:34:11 Mirroring ahas been well studied. It’s seen in animals too. It calms the limbic system reduces Adrenalin and bonding hormones like oxytocin. Hence you see two people in love sit the same way take the same way. It occurs naturally. Great interview with Chris. I’ve seen others and there didn’t seem as much value. I love communication/negotiation, it makes life more interesting when you see this play out in real life.

[@areid2214]

Absolutely fascinating ,I'd love to get into the science of it. Thank you for all you do. I love these thought experiments it is so informative and ground-breaking.

[@verpalorian310]

Podcast 354 that's 3:54 long. Noice!

[@lefthooklarry1348]

Love this book

[@wearethehaunted3831]

3 hours and 54 minutes long podcast!! I'm in!!

[@drivers99]

Wait, episode 354 is 3hr54 long

[@jasonroberts4065]

Would love to hear you have a couple of Aussie SAS guy's on the show. Keep up the awesome work.

[@totalhorse6987]

I had this book with me while waiting to get into the ICU before going to the psyche ward. The cops refused to give me their names and ID numbers. I had been waiting there for 8 hours from 4pm to 2am. I was there because I had been electrocuted in 2016. Pain and trauma altered my behavior.The psychopaths at WorkSafeBC had starved me in the months after the accident and I was angry. Sometimes I talked about suicide. My mom tricked me into telling a doctor, who then had the cops take me away. The cops came to the house, then more cops came. I packed a bag. There was a realistic beretta bb gun with my socks. I was making eye contact with a cop when my hand found the gun. I did not choose suicide by cop. I chose socks. I chose books. I chose compliance. I chose sitting in that chair for eight hours with back pain while cops said I must be flexible. They didn't give me any food for eight hours. At 2am I felt like laying down because I'm a human being. The cop said I was not allowed to lay down. Eight hours in a chair with back pain and I"m not allowed to lay down. 2am and I'm not allowed to lay down. I laid down anyway. Laid down on the floor. Not allowed. So I got my journal and my pen. I asked the cops some easy questions. I asked "What is your name?". Cop says "I don't know. I don't know what you're doing.". Hey, that's illegal. I walked to my chair saying loudly "Global News at 6". Immediately a bed was available. No bed had been available for eight hours. I asked that question, the cop broke the law, I called him on it, and they found me a bed. How about that. The cops broke the law and I say were abusive. My employers who put me in a deadly and illegal position in 2016 broke the law. The insurance company kills people like me. They prevented healing and caused fresh harm. They all get away with it. Everybody is corrupt. I've learned about narcissism since then. It's appropriate to profile cops as mentally ill narcissists. I've had conversations with cops who my manipulative narcissistic dad called (he reads my emails, etc...). I used the lessons from this book. If cops ever fuck with me I will hire a private investigator to find out about their spousal abuse and infidelity, etc... Cops are losers in my experience. It doesn't have to be that way, but that'st the way it is with corrupt and mentally ill narcissists. Great book. Highly recommend it. I bought a copy for everyone in my narcissistic family. Except the RCMP brother in law who cheated on my sister with a co-worker, abandoning his infant daughter, or at least that's the story they told me. Likely bullshit. People are trash. People are cowards. People are opportunists. People are incompetent. The FM radio voice Chris Voss talks about is useful. Ending sentences on a down note is helpful too. My second case manager at WorkSafeBC accidentally acknowledged that they caused harm in my case. She accidentally apologized on the phone. She refused to apologize in writing. "What are you going to do with that?" she said. "Sue you into the ground" I replied. She did not write the letter. They know they hurt hurt people. They are satisfied hurting hurt people. WorkSafeBC gets away with murder. They don't talk to me on the phone now. I'm going to weaken them until competition destroys them. There are lots of ways to weaken them. So much to destroy. So much to fix. So much corruption. So much incompetence. People aren't good. We are nervous systems with stomachs. Stomachs with nervous systems. These are rarely satisfied and settled. And some people are psychopaths. Many of them enjoy wearing a uniform and having authority. Don't trust authority. Know how to talk to authority. Know how to keep authority accountable. And never trust WorkSafeBC. WorkSafeBC kills. They cause more problems, which costs tax payers. WorkSafeBC hands off responsibility to social services and emergency services. WorkSafeBC is a for profit monopoly in the vulnerable sector with a confirmed kill count and lawyers who get them off. Their objective is to make money, therefore do not spend money. Therefore, cut peoples wages in half and drive them insane. WorkSafeBC is a parasite that bleeds the system. They cause problems for cops. Cops like kicking the shit out of people and getting away with it. Read this book in self defense. The system does not work.

[@semmywap2916]

I wish you the best in life brother

[@deathbybears]

Not all people are bad my brother. Keep yourself open so that when you find good ones you'll recognize them

[@parveezsaligh9248]

always the best educational content .

[@romeoorosco6795]

Thank you 🙏 for the podcast

[@jonathans1547]

You did a 5:49:31podcast with Tim Kennedy.. witch was awesome! So invite Chris back and let's hear some stories!!

[@brunosoaresrodrigues8957]

Audio is a go.

[@KJW742]

Thank you for sharing

[@ely410]

Been waiting to see this. Headphones on.

[@chrisnkc07]

It makes a huge difference when the interviewer reads the book.

[@koiulm84]

Jocko has amazing insights but oh boy does he need external validation

[@golden_bjj]

No audio. Good.

[@Tacit_Tern]

*Jocko Willink is the Reluctant Leader we need.* .....We know you've done enough, but your Nation needs you. 🇺🇸 *2024* 🦅

[@donfrance3]

this is correct - good interview

[@swoodc]

why jocko litearlly only autopplays when Im about to go to bed and it autoplays from the most random videos into a jocko video lmfao

[@redsix5165]

1:20:05 big tips- the framework of his negotiation strategy

[@EricLerma-kt9hn]

I can see you take this topic of the video serious ,your man enough to own up and take accountability for your actions Ese Dubs! I Respect that! That is something I as well learned to do and to admit when I am In the wrong no matter what. I always say NO BODY can make me do anything I don't want to do.

[@sailesemanoel2755]

Thanks for this poadcast! Brazilian police office here.

[@kayfish7621]

Coolest fucking guest you've ever freaking had! The guy's from Iowa, but possesses the smooth cat gift of gab often only bestowed upon native New Yorkers.

[@deborahcooler8392]

I thought the same thing. He reminds me of at least one or more other New Yorkers Jocko has had on his podcast. Maybe it is also because he sounds almost like one? 😂 He did spend some time in those parts...

[@CostasSchuler]

Life changing book, made more after reading this and got rid of the rif raf in my life

[@TommyLentsch]

Brilliant!!!

[@thoughtfullyjohn]

Never split the difference

[@williams5306]

Does anyone have the link to the study hes talking about how noticing negative thought reduces its stress response?

[@sasquatch6829]

This is a good one.

[@EvaandJavier]

Loved this episode, Jocko 👍🏼

[@arthurcitron9774]

Knocked it out of the park🇺🇸👊🏻🇺🇸

[@Electronicsflippa]

2nd time listening to this one with my Jocko GO pineapple coconut in hand. Let's Goooo!

[@PhinyDBJJ]

Audio not working for anyone else

[@suziehartwright]

I've enjoyed listening to Chris Voss and his son on KZbin the past couple of years. They give such great insight and advice. Thank you for Interviewing him on your podcast.

[@sasquatch6829]

Haha Jocko “you can try to neck restraint my daughter… good luck…”

[@HELLEKSONART]

Good Interview