Elevate with Robert Glazer Chris Voss On Never Split The Difference And World-Class Negotiating
23 snips
Jan 6, 2026 
Chris Voss, a former FBI lead international kidnapping negotiator and author of 'Never Split the Difference,' shares his insights into high-stakes negotiation. He reveals how empathy can unlock agreements even in tough situations and describes his Black Swan concept, emphasizing the importance of identifying hidden information. Voss contrasts real negotiation tactics with Hollywood portrayals and offers strategies for dealing with difficult counterparts, highlighting the significance of timing and the power of 'no-oriented' questions.
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Lead With Understanding
- Show the other side you understand their perspective before making your case.
- Articulating their view speeds agreement because people must feel heard first.
The Godfather Producer's Empathy Win
- Chris recounts the Godfather producer placating an organized crime boss by articulating his fears and offering script review.
- That empathy created a face-saving path for the boss to permit the movie.
Spot Impossible Deals Early
- Some counterparts are impossible to make a deal with and reveal themselves quickly.
- Look for signs like single-minded demands or hidden agendas in the first 15–20 minutes.
