How To Negotiate When Negotiating Makes You Nervous with Chris Voss & Moshe Cohen

2026-02-19

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Negotiation isn’t just about boardrooms and big deals. It’s every time you ask for what you need that brings up fear, self-doubt, and a rush of emotion that can derail the whole conversation. In this episode, I talk with former FBI hostage negotiator Chris Voss and negotiation expert Moshe Cohen about why so many of us dread conflict, how curiosity can quiet anxiety, and how to use tactical empathy as a strategic tool. We also share the tools to slow down emotional hijack and manage rejection. Tune in to learn how to regulate your emotions and negotiate with cla...

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In this Episode, You Will Learn

00:00 Why negotiation is happening in almost every interaction.

04:45 What are the 3 types of handling conflict?

09:15 How curiosity shuts down fear in your brain.

12:15 Is asking questions in general a good technique in a negotiation?

16:30 What empathy really means in negotiation.

23:15 How bonding and trust influence negotiation outcomes.

26:15 Why you should talk less and listen more in negotiation.

32:00 How naming your emotions reduces their intensity.