May 30, 2022
Chris Voss is the founder of the
Black Swan Group, where he works with individuals, teams, and
companies in the art of negotiation. Chris is the author of best
seller “Never Split the Difference” and learned his trade in his 24
years in the FBI, during which he served as the FBI’s lead
international kidnapping negotiator, the lead Crisis Negotiator for
the NYC Division, and as a member of the NYC Joint Terrorist Task
Force.
Our conversation covers techniques in listening and conversation
that evolve from Chris’ deep understanding of human nature,
including setting the stage, mirroring, labeling, decision fatigue,
“no” oriented questions, and overcoming fear. We then turn to
preparing for a negotiation, reconciling negatives, and positive
demeanor.