First Things THRST
E077 - FBI Negotiator Reveals How To Read Anyone In 32 Seconds | Chris Voss
Feb 25, 2025
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.
01:21:34
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Quick takeaways
- Tactical empathy is fundamental in both negotiation and conflict resolution, enabling individuals to effectively understand and adapt to their counterparts' needs.
- Making mistakes during negotiations serves as a vital learning opportunity, fostering the development of instinctive negotiation skills through practice in low-stakes interactions.
Deep dives
The Power of the Subconscious Mind
The subconscious mind processes an astonishing 20 million bits of information per second, significantly eclipsing the conscious mind's 40 bits. This vast capability informs our gut instincts, enabling individuals to react to situations quickly and often intuitively. Despite its power, the subconscious requires experiential data to function optimally, which means that as people age, their instincts typically sharpen due to accumulated life experiences. Recognizing the difference between gut feelings and fear responses becomes crucial in making sound decisions throughout life.
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