Chris Voss – Listening, Human Nature, and Negotiations (Capital Allocators, EP.252)
05/30/22 • 43 min
2 Listeners
Chris Voss is the founder of the Black Swan Group, where he works with individuals, teams, and companies in the art of negotiation. Chris is the author of best seller “Never Split the Difference” and learned his trade in his 24 years in the FBI, during which he served as the FBI’s lead international kidnapping negotiator, the lead Crisis Negotiator for the NYC Division, and as a member of the NYC Joint Terrorist Task Force. Our conversation covers techniques in listening and conversation that evolve from Chris’ deep understanding of human nature, including setting the stage, mirroring, labeling, decision fatigue, “no” oriented questions, and overcoming fear. We then turn to preparing for a negotiation, reconciling negatives, and positive demeanor.
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Chris Voss is the founder of the Black Swan Group, where he works with individuals, teams, and companies in the art of negotiation. Chris is the author of best seller “Never Split the Difference” and learned his trade in his 24 years in the FBI, during which he served as the FBI’s lead international kidnapping negotiator, the lead Crisis Negotiator for the NYC Division, and as a member of the NYC Joint Terrorist Task Force. Our conversation covers techniques in listening and conversation that evolve from Chris’ deep understanding of human nature, including setting the stage, mirroring, labeling, decision fatigue, “no” oriented questions, and overcoming fear. We then turn to preparing for a negotiation, reconciling negatives, and positive demeanor.
Learn More Follow Ted on Twitter at @tseides or LinkedIn Subscribe to the mailing list Access Transcript with Premium Membership
Previous Episode
SPECIAL REPLAY: Matt Spielman – Inflection Points
I’m excited to share that Matt Spielman, my friend of 25 years, a member of my personal Board of Directors, and my executive coach, released his first book earlier this week. It’s entitled: Inflection Points, How to Work and Live with Purpose, and Matt gave me the honor of writing the foreward to the book. In an effort to help him spread the word, we’ve replayed my conversation with Matt from last year in the feed. Have a listen, and hop on Amazon to grab a copy.
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