Never Split The Difference in Business – Chris Voss on Mastering Negotiation

In this episode of Behind The Numbers With Dave Bookbinder, Dave is joined by Chris Voss, former FBI lead international kidnapping negotiator, bestselling author of Never Split The Difference, and founder of The Black Swan Group.

Chris brings his world-renowned negotiation expertise to the business world, sharing powerful insights on how to influence outcomes, build trust, and gain the upper hand in any conversation—whether you're closing a deal, raising capital, or managing teams.

In this high-impact conversation, Chris reveals:

• The biggest negotiation mistake most people make (and how to fix it)

• How tactical empathy drives better business results

• Why "No" is the beginning, not the end, of a negotiation

• Real-world negotiation strategies every business leader should master

• How to apply FBI negotiation tactics to everyday business conversations

Whether you’re a CEO, advisor, sales pro, or entrepreneur, this episode delivers actionable strategies that will change how you communicate and negotiate.

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About Chris Voss:

Chris Voss is a former FBI lead international kidnapping negotiator and the bestselling author of Never Split The Difference: Negotiating As If Your Life Depended On It. As the founder and CEO of The Black Swan Group, he teaches negotiation skills to business leaders, entrepreneurs, and professionals around the world. With decades of experience in high-stakes situations, Chris is recognized as one of the world’s foremost experts on negotiation, tactical empathy, and effective communication.

About the Host:

Dave Bookbinder is known as an expert in business valuation and he is the person that business owners and entrepreneurs reach out to when they need to know what their most important assets are worth. Known as a collaborative adviser, Dave has served thousands of client companies of all sizes and industries. 

Dave is the author of two #1 best-selling books about the impact of human capital (PEOPLE!) on the valuation of a business enterprise called The NEW ROI: Return On Individuals & The NEW ROI: Going Behind The Numbers. 

He’s on a mission to change the conversation about how the accounting world recognizes the value of people’s contributions to a business enterprise, and to quantify what every CEO on the planet claims: “Our people are this company’s most valuable asset.”

Dave’s book, A Valuation Toolbox for Business Owners and Their Advisors: Things Every Business Owner Should Know, was recognized as a top new release in Business and Valuation and is designed to provide practical insights and tools to help understand what really drives business value, how to prepare for an exit, and just make better decisions.

He’s also the host of the highly rated Behind The Numbers With Dave Bookbinder business podcast which is enjoyed in more than 100 countries.

🔸 Grab Dave’s Books: The New ROI: Return on Individuals  | The NEW ROI: Going Behind The Numbers  |  A Valuation Toolbox for Business Owners and Their Advisors: Things Every Business Owner Should Know

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