If you don't know who Chris Voss is, do yourself a favor and pick up a copy of his book: Never Split the Difference. It will change the way you look at negotiation forever. In this episode, Chris and I talk about some of the finer nuances and intricacies behind the tactics he teaches in his book.

Voss spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI's chief international hostage and kidnapping negotiator from 2003 to 2007. Before that, Voss worked on NYC's Joint Terrorist Task Force investigating terrorist activities and attacks. After working on more than 150 international hostage cases he retired from the FBI in 2007 and founded The Black Swan Group.

Outline of This Episode

• [2:18] Chris's background in FBI Crisis Negotiation
• [3:48] Why you want an early "no"
• [6:50] Two needs: to be understood and accepted
• [8:57] What is the late-night DJ voice?
• [12:36] The major failure in negotiation training
• [16:56] Why you should NEVER split the difference
• [20:01] The concept of extreme anchoring
• [21:48] Calibrated "How" questions
• [23:14] Why you want to hear "that's right" NOT "you're right"
• [25:14] Be as assertive but nicer
• [28:02] Don't take yourself hostage

Resources & People Mentioned

• Book: Never Split the Difference
• Book: Start with No
• Book: Beyond Winning

Connect with Chris Voss

• Connect on LinkedIn
• Follow on Twitter
• Follow on Facebook
• Black Swan Group
• Text FBIEMPATHY to 22828 to subscribe to The Black Swan Newsletter

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
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