Chris Voss, a former FBI hostage negotiator and author of 'Never Split the Difference', shares his expert insights on negotiation. He emphasizes the power of tactical empathy over manipulation, teaching how to read people effectively in just 32 seconds. Voss discusses high-stakes negotiation tactics, revealing how to spot deception and build trust. He connects lessons from hostage scenarios to business dealings, providing essential advice for entrepreneurs and highlighting the emotional intelligence needed for success.
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Documentary and Bourbon
Chris Voss and Nick Nanton, a 22-time Emmy winner, collaborated on a documentary about Voss's negotiation cases.
They are also launching a bourbon called "The Difference" designed to celebrate business successes.
insights INSIGHT
Allure of Hostage Negotiation
Many people are drawn to hostage negotiation because it sounds cool and easy, like rapping.
However, it requires significant work and a certain level of innate ability, just as rapping does.
insights INSIGHT
Phone Negotiation Advantages
Starting negotiation training on the phone can be advantageous. It allows you to focus on subtle cues like hesitation and word choice.
This helps in identifying "frequent callers" or people who call hotlines just to be abusive.
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This book, written by former FBI hostage negotiator Chris Voss and co-author Tahl Raz, provides a masterclass in influencing others through negotiation. It distills the Voss method, revealing skills such as establishing rapport, creating trust with tactical empathy, and transforming conflict into collaboration. The book is filled with real-life examples from Voss's career, illustrating how these techniques can be applied in both professional and personal life to achieve goals and defuse potential crises.
Biology of Belief
Bruce Lipton
In this book, Bruce H. Lipton presents a new understanding of how genes and DNA can be influenced by our beliefs and thoughts. He argues that genes do not control our biology; instead, DNA is controlled by signals from outside the cell, including the energetic messages emanating from our positive and negative thoughts. This synthesis of cell biology and quantum physics shows that our bodies can be changed as we retrain our thinking. Lipton emphasizes the role of the subconscious mind in processing information and how our beliefs shape our health, relationships, and overall success. He also discusses the importance of cooperative living and the potential for transforming our lives by becoming conscious of and reprogramming our limiting beliefs[1][2][5].
Creativity, Inc.
Overcoming the Unseen Forces That Stand in the Way of True Inspiration
Amy Wallace
Ed Catmull
Ed Catmull and Edwin E. Catmull and Amy Wallace
In this book, Ed Catmull shares insights on how to build and maintain a creative culture within an organization. Drawing from his experiences at Pixar, Catmull discusses the importance of open communication, risk-taking, and protecting the creative process. The book includes candid discussions, anecdotes about Pixar's film development, and lessons on managing innovation and creativity. It emphasizes the need for a nurturing work environment and the importance of storytelling in business.
Negotiation is often depicted in movies as tense, dramatic showdowns, won through aggressive tactics and mind games. But Chris Voss, former FBI hostage negotiator and author of Never Split the Difference, joins us to dispel these myths and reveal what truly works.
Real negotiation isn't about manipulation—it’s about tactical empathy, trust, and understanding human nature. From high-stakes hostage crises to boardroom deals, Chris teaches the same fundamental skills: reading people accurately, defusing conflicts, and delivering difficult news effectively. Tune in as Chris exposes manipulation tactics, reveals how to spot a liar, and offers essential advice for entrepreneurs and leaders navigating complex negotiations.
Timestamps: 00:00 Chris Voss introduction 02:09 Tactical empathy & bourbon launch 03:27 First hostage case lessons 05:08 The draw of hostage negotiation 06:55 Crisis hotlines shape negotiation skills 09:39 Defusing violent situations 13:32 From field agent to teacher 19:05 Inside Colombian kidnapping cases 23:17 How kidnapping funds terror 25:45 The weight of high-stakes talks 27:53 Hostage skills in business deals 28:18 Reading manipulation tactics 30:51 Truth about hostage movies 33:21 Navigating the film world 35:40 Breaking down Black Swan Method 38:50 Teaching entrepreneurs to negotiate 41:49 Spotting the wrong deals 46:53 Where new entrepreneurs stumble 48:19 Trusting your gut instincts 51:18 Signs someone's not telling truth 55:02 Building trust in relationships 59:17 Delivering difficult news 1:06:31 Leading through uncertainty 1:08:11 Solving team conflicts 1:12:40 Using charm to win deals 1:15:31 Learning from past mistakes 1:20:47 Final negotiation wisdom
First Things THRST 
