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.
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.
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