Secret Leaders with Dan Murray-Serter & Chris Donnelly
Learn the art of negotiation with Chris Voss, FBI’s former chief international hostage and kidnapping negotiator, and author of Never Split the Difference
Jun 28, 2021
Former FBI chief negotiator Chris Voss shares insights on negotiation skills, emphasizing the importance of listening and being coachable. He explains the psychological aspects of negotiations, the art of asking calibrated questions, and why deference is a superpower. Learn about his journey, key negotiation techniques, and why you should never split the difference.
46:55
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Quick takeaways
- Never split the difference in negotiations to avoid negative outcomes from human perception of loss.
- Active listening is a crucial skill in negotiations that builds rapport, uncovers needs, and fosters trust.
Deep dives
Splitting the Difference Can Backfire
In negotiations, attempting to split the difference can lead to negative outcomes due to human nature's perception of loss. High anchoring and deceiving about desired outcomes can create mistrust and damage relationships. Lying in negotiations can set a negative tone and trigger retaliatory behavior, creating a spiraling effect of distrust and discord.
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