In this engaging discussion, Chris Voss, a former FBI hostage negotiator and author of "Never Split the Difference," shares gripping stories from his career. He reveals how mentioning a hostages' mother shifted the dynamic with terrorists, and highlights essential negotiation tactics. Voss outlines methods like the "hand-cuff method" for de-escalating conflicts and explains the importance of emotional intelligence in negotiations. He emphasizes that understanding the other party's needs is crucial, both in crises and everyday business situations.
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Kidnapping Negotiation
Chris Voss coached a negotiation involving kidnapped Fox News reporter Steve Santani in the Gaza Strip.
Through media statements, they portrayed kidnappers respectfully, shifting the dynamic and leading to Santani's release.
volunteer_activism ADVICE
Communication is Power
Use communication as a powerful tool in negotiations, even indirectly.
The most impactful negotiation is often the one you don't realize you're in.
volunteer_activism ADVICE
Respect Reciprocity
Demonstrate respect first in negotiations, especially when dealing with terrorists, to gain the upper hand.
This shows you're worthy of respect and changes the dynamic.
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In this highly acclaimed book, Dr. Robert B. Cialdini explains the psychology behind why people say yes and how to apply these insights ethically. The book outlines six universal principles of influence: Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, and Scarcity. The new and expanded edition includes a seventh principle, Unity, along with new research, insights, and examples. Cialdini uses memorable stories and relatable examples to make the subject accessible and easy to understand, helping readers become more skilled persuaders and defend themselves against unethical influence attempts.
Skip the Line
The 10,000 Experiments Rule and Other Surprising Advice for Reaching Your Goals
James Altucher
In 'Skip the Line', James Altucher shares his personal journey from struggling and depressed to achieving his personal, financial, and creative dreams. The book challenges the 10,000-hour rule of achieving mastery and instead advocates for the '10,000 Experiments Rule'. Altucher provides tools and strategies to help readers execute ideas, become expert negotiators, attract attention, scale promising ideas, and improve leadership. He emphasizes the importance of curiosity, embracing fear, and constant growth, encouraging readers to navigate uncertainty and find success by doing what comes naturally and loving what they do.
Start With No
The Ultimate Negotiation Guide
Chris Voss
Jim Camp
Tal Ras
Dans "Start With No", Jim Camp partage ses stratégies de négociation éprouvées, basées sur des années d'expérience dans le domaine des ventes. Il explique comment transformer un "non" initial en un accord favorable en utilisant des techniques de communication et de persuasion efficaces. L'ouvrage met l'accent sur l'importance de la préparation, de l'écoute active et de la compréhension des besoins de l'autre partie. Il propose des méthodes pour gérer les objections, construire des relations solides et obtenir des résultats positifs. Le livre est une ressource précieuse pour les professionnels souhaitant améliorer leurs compétences en négociation et en vente.
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.
"Terrorists have moms," he said.Jeffrey Schilling was kidnapped in the Philippines and held hostage for 7 and a half months. The terrorists said they were torturing him.But Chris Voss didn't fall for it.Chris is a former FBI hostage negotiator and the author of Never Split the Difference: Negotiating As If Your Life Depended On It."Find a way to mention his mother's concern for him," Chris' boss said."I remember thinking, 'That's the dumbest idea I ever heard. A terrorist is going to care about this guys mother?'""But my boss had great insight. And I didn't see any downside to it. So in the middle of the negotiation I said, 'Ya know Jeff's mom is really worried about him.'""What happened next?" I asked."This murderous, sociopathic terrorist said, 'His mother knows about this? You tell his mother he's OK.'"Months later, Jeffrey came home.Some hostage negotiation tactics won't work in business or with your wife.But these 5 tactics will...1. Use the "hand-cuff method":Use this line when someone yells at you: "I can't hear you when you're yelling at me."The logic is simple. People yell when they want you to listen.But if you eliminate their reward (being heard), then they have to comply. And you'll never get yelled at again. 2. Push past threats:"People who make threats always leave themselves an out," Chris said.But the truth is they need you. If you're not talking, there's no deal. They could lose out on a sale, a new employee, or millions of dollars."The point of a negotiation is to find out how much money is on the table," Chris said. "You have to push the other side as far as they'll go... without insulting them." 3. Gain the upper hand 100% of the time:"You can gain the upper hand by giving respect first," Chris said.Which a lot of people are afraid to do..."But that's exactly why you gain the upper hand," Chris said. 4. Become less busy:Rest is the new hustle."Anytime you slow down to do things more deliberately, you save time." Chris calls this, "The delay that saves time." 5. Show fearlessnessFear can be useful. But not in a negotiation. "Showing fearlessness is a great way to inspire confidence in you from the other side," Chris said.Forget what you have to lose. And focus on the reward.I can't afford to lose all my money again. So if you're on this list... don't listen to this interview:A) You're related to meB) You work with meC) You want to sell me somethingEverybody else is welcome.------------Visit Notepd.com to read our idea lists & sign up to create your own!My new book Skip the Line is out! Make sure you get a copy wherever books are sold!Join the You Should Run for President 2.0 Facebook Group, where we discuss why you should run for President.I write about all my podcasts! Check out the full post and learn what I learned at jamesaltucher.com/podcast.------------Thank you so much for listening! If you like this episode, please rate, review, and subscribe to "The James Altucher Show" wherever you get your podcasts: Apple PodcastsStitcheriHeart RadioSpotifyFollow me on Social Media:YouTubeTwitterFacebook
------------What do YOU think of the show? Head to JamesAltucherShow.com/listeners and fill out a short survey that will help us better tailor the podcast to our audience!Are you interested in getting direct answers from James about your question on a podcast? Go to JamesAltucherShow.com/AskAltucher and send in your questions to be answered on the air!------------Visit Notepd.com to read our idea lists & sign up to create your own!My new book, Skip the Line, is out! Make sure you get a copy wherever books are sold!Join the You Should Run for President 2.0 Facebook Group, where we discuss why you should run for President.I write about all my podcasts! Check out the full post and learn what I learned at jamesaltuchershow.com------------Thank you so much for...
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