Chris Voss on Negotiating in Business and Life

Whether negotiating in business or your personal affairs, life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, and deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles―counterintuitive tactics and strategies―you too can use to become more persuasive in both your professional and personal life.

Topics in this episode include:

01:13: About Chris

07:15: What is cognitive bias?

16:29: Demonstrating empathy

20:53: De-contemplation

26:00: Overcoming barriers

32:30: Accusation audits

39:10: Breaking down the word 'fair'

Get his book here: https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805

About Gene: Gene Marks is a former columnist for The New York Times and The Washington Post and now writes weekly on political, economic, management and technology issues affecting small and mid-sized businesses for The Guardian, The Hill, The Philadelphia Inquirer, The Washington Times, Forbes and Entrepreneur. He runs a 10-person company financial and technology consulting firm near Philadelphia.