Chris Voss is a former FBI hostage and crisis negotiator and author of Never Split the Difference: Negotiating As If Your Life Depended On It. Please support this podcast by checking out our sponsors: - Shopify: https://shopify.com/lex to get free trial - Indeed: https://indeed.com/lex to get $75 credit - InsideTracker: https://insidetracker.com/lex to get 20% off EPISODE LINKS: Chris's Instagram: https://instagram.com/thefbinegotiator Chris's Twitter: https://twitter.com/fbinegotiator Chris's Website: https://blackswanltd.com Chris's Masterclass: https://masterclass.com/classes/chris-voss-teaches-the-art-of-negotiation Never Split the Difference (book): https://amzn.to/3J5scNC PODCAST INFO: Podcast website: https://lexfridman.com/podcast Apple Podcasts: https://apple.co/2lwqZIr Spotify: https://spoti.fi/2nEwCF8 RSS: https://lexfridman.com/feed/podcast/ Full episodes playlist: https://www.youtube.com/playlist?list=PLrAXtmErZgOdP_8GztsuKi9nrraNbKKp4 Clips playlist: https://www.youtube.com/playlist?list=PLrAXtmErZgOeciFP3CBCIEElOJeitOr41 OUTLINE: 0:00 - Introduction 0:59 - Negotiation 6:50 - Reason vs Emotion 21:45 - How to listen 30:35 - Negotiation with terrorists 32:43 - Brittney Griner 34:21 - Putin and Zelenskyy 41:41 - Donald Trump 48:52 - When to walk away 53:06 - Israel and Palestine 1:00:45 - Al-Qaeda 1:06:15 - Three voices of negotiation 1:14:40 - Strategic umbrage 1:17:46 - Mirroring 1:20:57 - Labeling 1:28:24 - Exhaustion 1:30:38 - The word "fair" 1:33:34 - Closing the deal 1:35:32 - Manipulation and lying 1:37:26 - Conversation vs Negotiation 1:48:45 - The 7-38-55 Rule 1:52:45 - Chatbots 2:02:07 - War 2:03:39 - Advice for young people SOCIAL: - Twitter: https://twitter.com/lexfridman - LinkedIn: https://www.linkedin.com/in/lexfridman - Facebook: https://www.facebook.com/lexfridman - Instagram: https://www.instagram.com/lexfridman - Medium: https://medium.com/@lexfridman - Reddit: https://reddit.com/r/lexfridman - Support on Patreon: https://www.patreon.com/lexfridman
This episode is part of our USA series, over the coming weeks you will get to see some incredible conversations with guests the likes of which we’ve never seen before. Bringing more value, more incredible stories, and more world-beating expertise. Chris Voss is the former lead negotiator for the FBI, and the author of Never Split the Difference, a book about how to negotiate and how to get what you want from other people which has sold millions of copies worldwide. He has handled practically every high stakes crisis management scenario imaginable. 0:00 Intro 01:27 Early years 03:03 Beginning of your career 09:13 The nature of human behaviour in business negotiations 14:28 The first hostage negotiation job 26:52 Hostage negotiation role play 35:11 How important is listening? 37:46 Different tone of voices for negotiations 41:50 “labelling their pain” 44:46 The power of “thats right” 46:53 Negotiations in romantic relationships 49:55 Was there an instants where it didn’t go right for you? 56:22 Mirroring technique 58:34 Black-swan group 59:03 The last guests question Chris: https://www.instagram.com/thefbinegotiator/ Chris’ book: https://www.amazon.co.uk/Never-Split-Difference-Negotiating-Depended/dp/1847941494 Books mention: Start With NO - https://www.amazon.com/Start-Negotiating-Tools-that-Pros/dp/0609608002 FOLLOW ► Instagram: https://www.instagram.com/steven/ Twitter: https://twitter.com/SteveBartlettSC Linkedin: https://www.linkedin.com/in/steven-bartlett-56986834/ Sponsors: Huel - https://my.huel.com/Steven Myenergi - https://bit.ly/3oeWGnl Location courtesy of The Nightfall Group: www.nightfallgroup.com