Ex-FBI Negotiator: You're Negotiating WRONG! Stop Compromising | Chris Voss

Most people think negotiation is about winning, but former FBI Lead International Kidnapping Negotiator Chris Voss knows it’s about understanding human psychology under extreme pressure. From bank robberies and terrorist standoffs to coaching Fortune 500 CEOs, Chris reveals the shocking truth: The rules you're using are guaranteed to make you unsatisfied.

Chris shares the real stories that inspired his bestselling book, Never Split the Difference, and explains how the same tactics used to save lives can be applied to win every deal in business.

You’ll learn:

• Why compromise ("splitting the difference") is the #1 lie that guarantees both sides will be unsatisfied.
• The single most powerful psychological driver in all deals (The Fear of Loss) and how to use it ethically.
• The counter-intuitive power of asking for NO instead of YES to gain trust.
• The true goal of negotiation: finding Hidden Information that reveals a better deal for everyone.
• How manipulation works short-term but guarantees long-term destruction of relationships.
• The life-and-death stakes behind the FBI's methodology, proven during terrorist plots and international kidnappings.

Timestamps:

0:00 - Intro

1:39 - Coming Up

2:48 - From Cop to FBI: Chris Voss’ Journey

6:00 - The FBI vs. Local Law Enforcement: Who Has the Power?

10:09 - How Chris Voss Became an FBI Negotiator

16:31 - The Evolution of Hostage Negotiation & What Really Happens

23:27 - Why Hostage Negotiators Never Let Criminals Escape

25:14 - The Most Intense Cases & The Psychological Toll of Negotiation

27:20 - Understanding Terrorists: How Extremist Groups Operate

34:50 - Why Chris Voss Left the FBI & His New Mission

44:24 - Business vs. Hostage Negotiation: What Works in Both Worlds

46:00 - The Power of Fear: How Loss Drives Every Decision

50:18 - The Art of Persuasion: How to Win Any Negotiation

53:41 - The Dark Side of Negotiation: Manipulation vs. Influence

57:48 - Why “Splitting the Difference” is a Bad Negotiation Strategy

01:01:42 - Hidden Information: The Key to Negotiation Success

01:04:30 - Chris Voss’ Most Unexpected Negotiation Wins & Lessons

01:11:32 - How to Negotiate Like an FBI Agent

01:17:10 - The Negotiation Tactics of Donald Trump

01:20:31 - Final Thoughts & Where to Find Chris Voss

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