090: Negotiate Like a Professional | Chris Voss

Negotiation is a skill all of us, as men, can and should improve. Whether you’re talking a criminal into releasing hostages (like my guest has done) or negotiation a pay raise or promotion, the art and science of negotiating is going to serve you well.

Today my guest, former lead international kidnapping negotiator for the FBI, Chris Voss joins me to talk about the characteristics of a great negotiator, how powerful your words can actually be, why you should be going for a ‘no’ as opposed to a ‘yes’ and how to use what he calls tactical empathy to your benefit.

“The most dangerous negotiation is the one you don’t know you’re in.” Tweet That
— Chris Voss

Chris Voss

Chris Voss

Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split the Difference: Negotiating as if Your Life Depended on It.

He has used his years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world.

Prior to 2008, Chris was the lead international kidnapping negotiator for the FBI, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group.

During his government career, he also represented the U.S. Government at two (2) international conferences sponsored by the G-8 as an expert in kidnapping.

Chris also served as the lead Crisis Negotiator for the New York City Division of the FBI. Christopher was a member of the New York City Joint Terrorist Task Force for 14 years.

He was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.

Chris currently teaches business negotiation in the MBA program as an adjunct professor at University of Southern California’s Marshall School of Business and at Georgetown University’s McDonough School of Business.

“Of course people are looking for talent but if a guy isn’t coachable, he’s never going to make it to the next level.” Tweet That
— Chris Voss

Show Highlights

  • How one becomes and FBI negotiator
  • What characteristics makes a great negotiator
  • How powerful your words can actually be
  • How to avoid taking negotiation personally
  • Why everyone needs to learn to negotiate more effectively
  • Why you should go for a ‘no’ more than a ‘yes’
  • How to employ “tactical empathy” to your benefit

Resources Mentioned

“It’s easy to stand up for what is right when you’re not being criticized.” Tweet That
— Chris Voss

The Iron Council

ColorIcon1Men, if you have not yet checked out The Iron Council, this is the perfect month as

thinking about New Year’s Resolutions is on just about everyone’s mind.

Whether your a New Year’s Resolutions guy or not, if you really want something to change in your life, something is going to have to change.

The challenge though is that sometimes you don’t know what you don’t know.

And, this is where the Iron Council comes in. You’ll to have access to 170 high-achieving men, including me as I’m very involved and active in the group, the Twelve-Week Battle Plan which will help you identify key objectives and resources, and over a year’s worth of content and material designed to give yout he guidance, direction, and clarity to crush it in life.

You can learn more about The Council and get signed up at which, by the way, will direct you to our new website.

“People are much more on board when it’s their conclusion.” Tweet That
— Chris Voss

Connect with Chris Voss

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  1. December 11, 2016 at 12:13 pm

    Learned so much from listening to this… of the best podcasts I’ve heard.