In this engaging discussion, Chris Voss, a former FBI lead Crisis Negotiator and author of 'Never Split the Difference,' shares his invaluable negotiation strategies. He reveals how the word 'no' can be a powerful tool, fostering deeper conversations and setting boundaries. Voss emphasizes the importance of authentic connection and active listening while discussing common negotiation pitfalls and practical tactics for everyday interactions. He also shares gripping stories from his FBI days that highlight emotional intelligence's role in achieving successful outcomes.
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volunteer_activism ADVICE
Connect, Don't Conquer
Focus on connecting with people during negotiations rather than dominating them.
Strive for mutually beneficial outcomes, not just personal gain.
question_answer ANECDOTE
Shark Tank Black Swan
On Shark Tank, Kevin O'Leary's aggressive "take it or leave it" approach was countered with "How" questions.
This created space, allowing Barbara Corcoran to jump in with a better deal.
volunteer_activism ADVICE
The Power of "No"
Come to grips with the word "no" in negotiations.
"No" makes people feel safe and reveals information.
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In 'Antifragile', Nassim Nicholas Taleb delves into the concept of antifragility, arguing that some systems not only withstand stress and disorder but actually benefit from them. The book builds on ideas from his previous works, such as 'Fooled by Randomness' and 'The Black Swan', and is part of his five-volume philosophical treatise on uncertainty, 'Incerto'. Taleb provides examples from various fields, including science, economics, and history, to illustrate how antifragility can be achieved and how it contrasts with fragility and robustness. He also discusses strategies like the barbell strategy and optionality, and critiques modern society's attempts to eliminate volatility, which he believes are harmful. The book is praised for its revolutionary ideas and multidisciplinary approach, though it has also received criticism for its style and some of the author's views on mental health and other topics.
The happiness advantage
The Seven Principles of Positive Psychology That Fuel Success and Performance at Work
Shawn Achor
The Happiness Advantage challenges conventional wisdom that success leads to happiness. Instead, Shawn Achor presents evidence-based strategies showing that happiness is the precursor to success. Drawing on original research, including one of the largest studies of happiness ever conducted, Achor outlines seven practical principles such as the Tetris Effect, the Zorro Circle, and Social Investment. These principles help readers rewire their brains for positivity and optimism, leading to improved performance, creativity, and overall well-being in both personal and professional life.
Never Split the Difference
Negotiating As If Your Life Depended On It
Tahl Raz
Chris Voss
VOSS/RAZ
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.
Chris Voss is known as “The Master Negotiator”, a title earned throughout his time serving as the lead Crisis Negotiator for the New York City Division of the FBI, and then as the lead international kidnapping negotiator for the FBI. In 2008, Chris founded The Black Swan Group, which specializes in teaching you how to never leave money on the table by using hostage negotiation techniques. In May 2016, he published the national best-seller “Never Split The Difference: Negotiation As If Your Life Depended On It” to teach people everywhere how to apply these life-changing hostage negotiation techniques in their daily lives.
In this episode, you will learn:
How to use NO as a superpower to reveal information
The importance of collaboration in every negotiation
What you can do to protect yourself in negotiations
How everyday negotiations can better prepare you for the important ones
The School of Greatness 
