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

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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S4E08: The Guy Who Rode the LT100 Every Week for 8 Weeks