The Power of Rapport in Negotiation and Interrogation

Summary

Chris Voss (X; LinkedIn) joins Andrew (X; LinkedIn) to discuss the art of negotiation. Chris formerly served as the FBI lead international hostage negotiator. 

What You’ll Learn

Intelligence

• The very basics of negotiation, including the phrase “Never split the difference”
• The art of Tactical Empathy 
• Case studies from Chris’ career, including the Dos Palmas kidnappings
• Techniques in ethical interrogation

Reflections

• Pressure makes diamonds
• Human nature & understanding “the other side”

And much, much more …

Quotes of the Week

“Never take advice from somebody that you wouldn’t trade places with. Never take directions from somebody who hasn’t been where you’re going … I’m coachable, but I know who to be coached by.” – Chris Voss.

Resources 

SURFACE SKIM

*SpyCasts*

• James Foley: Journalist, ISIS Hostage, Son with His Mother Diane Foley (2024)
• A CIA Psychologist on the Minds of World Leaders, Pt. 1 with Dr. Ursula Wilder (2024) 
• A CIA Psychologist on the Minds of World Leaders, Pt. 2 with Dr. Ursula Wilder (2024)
• The Counterintelligence Chief with FBI Assistant Director Alan Kohler (2023)
• The FBI Way - Counterintelligence Spy Chief Frank Figliuzzi (2021)

DEEPER DIVE

Books

• American Mother, C. McCann and D. Foley (Etruscan Press, 2024)
• The Siege, B. Macintyre (Crown, 2024)
• Never Split the Difference: Negotiating As If Your Life Depended On It, C. Voss & T. Raz (Harper Business, 2016)

Primary Sources 

• A Proclamation on U.S. Hostage and Wrongful Detainee Day (2024)
• Executive Order on Bolstering Efforts to Bring Hostages and Wrongfully Detained United States Nationals Home (2022)
• FBI Hostage Rescue Team Policy Guide (2019) 
• DOS Foreign Affairs Manual: Hostage Taking and Kidnappings (2018)
• 5 Leaders of the Abu Sayyaf Group Indicted (2002)
• Hostage Negotiation: A Matter of Life and Death (1983) 
• Current Status of the Hostage Crisis and the Implications of US Policy Options (1980) 

*Wildcard Resource*

• Want to learn even more? Check out Chris’ MasterClass on the Art of Negotiation. 
• And while you’re there, tune in to MasterClass’ other intelligence and espionage-related courses featuring insights from John Douglas, Michael Morrell & more, and Condoleezza Rice. 

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