Chris Voss is the CEO and founder of The Black Swan Group Ltd, a best-selling author, and the FBI’s former lead international kidnapping negotiator. Host Nick Nanton discusses Chris’ national best-selling book, Never Split the Difference, the attributes that make a master negotiator, and empathy’s effect in business negotiations. 

Timestamps:

• 2:40: Should you split the difference?
• 3:53: Why compromise often doesn’t work out
• 6:36: Oprah Winfrey — the negotiator
• 9:19: Tactical empathy and strategies used
• 12:02: In a kidnapping, who has the upper hand?
• 1408: Social dynamics that affect decision making
• 18:15: Chris’ work in Haiti
• 20:31: "The favorite or the fool" concept
• 26:42: Labeling — but not in an accusatory way
• 30:33: Taking a job for mercenary reasons
• 33:39: The two magic words of “that’s right” in a negotiation
• 35:54: Perspective will get you to the answer you’re looking for
• 37:49: The benefits of asking “no" oriented questions
• 41:00: When the door opens, the game is on

Resources:

• Negotiate Like a Pro: Masterclass
• Chris on The Forward Podcast with Lance Armstrong
• Daniel Kahneman — Nobel Peace Prize
• Operation Toussaint
• The Challenger Sale
• Dr. Ned Hallowell 

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