Bookworm

101: Never Split the Difference by Chris Voss

Sep 4, 2020
Dive into the art of negotiation with insights from a former FBI hostage negotiator. Discover how tactical empathy can enhance communication and negotiation outcomes in everyday life. Engage with personal anecdotes and the balance of authority and understanding. Learn about emotional labeling and its role in de-escalating tensions. The hosts explore the importance of various negotiation styles while sharing their own personal growth journeys. Humor and practical tips shine throughout, making complex concepts accessible and relatable.
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ANECDOTE

Hostage Negotiation Test

  • Chris Voss uses a story about a simulated hostage situation to open his book.
  • Harvard higher-ups tested Voss's negotiation skills, highlighting that negotiation principles apply across various contexts.
ANECDOTE

The Jacksonville Hijacking

  • In 1971, a hijacked plane landed in Jacksonville, Florida, for refueling.
  • Impatient FBI agents shot the engines, leading the hijacker to kill the hostages and himself, prompting a shift in negotiation tactics.
INSIGHT

Negotiation's True Purpose

  • Traditional negotiation methods, like "Getting to Yes," don't always work in high-stakes situations.
  • Voss argues that negotiation is about communication with results, serving two functions: information gathering and behavior influencing.
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