Chris Voss - Former FBI Hostage Negotiator, Co-Author, Never Split the Difference

Chris Voss was the lead international kidnapping negotiator for the FBI and during his 24-year tenure in the Bureau, he was trained in the art of negotiation by the FBI, Scotland Yard, and Harvard Law School. Before then, he had served as the lead crisis negotiator for the New York City Division of the FBI and was a member of the NYC Joint Terrorist Task Force. Chris has taught business negotiation as an adjunct professor at the USC's Marshall School of Business, Georgetown University's McDonough School of Business, and Harvard University.  He's the CEO & Founder of The Black Swan Group, which provides negotiation training for individuals, companies, and live events, and 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 joins us to talk about the qualities that make a successful negotiator, how using empathy, rather than direct questions, can elicit more effective responses, and the groundbreaking tactics discussed in his book Never Split the Difference. Find more at blackswanltd.com Learn more about your ad-choices at https://news.iheart.com/podcast-advertisers