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Chris Voss is the founder and CEO of the Black Swan Group, an adjunct professor at Georgetown and University of Southern California. During his 24 year term with the FBI where he most recently served as the FBI’s lead international kidnapping negotiator, Voss worked approximately 150 kidnappings worldwide, from the Middle East to Haiti including a number of high-profile kidnappings. Voss has been trained by the FBI, Scotland Yard and Harvard in the art of negotiation and negotiated with likes of terrorists, hostage takers, and bank robbers.

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SHOW NOTES & TIMESTAMPS
02:23 Chris Voss Intro and Bio
03:01 Interview Begins/Chris’s Background
04:25 The Behavioral Change Stairway
05:52 Bringing Emotion into the Process of Negotiation
07:47 Working with the Emotion Already Present in Negotiation
08:34 Leveraging Empathy in the Negotiation Process
10:55 Applying the Lessons from Building Empathy in Negotiations to our Personal Lives
13:09 You Can Influence ANyone through Understanding/Understanding is Not Agreement
13:43 The Mirroring Concept
17:25 Winning in Negotiations by “Buying Moments”
19:04 How Do We Cultivate Active Listening Abilities
21:10 The two greatest questions start with the words what or how
22:49 Importance of Open-Ended Questions
25:10 The story of Jose Escobar’s kidnapping
28:05 Applying the Proof of Life Concept in a Business Context
30:24 Crossovers between Hostage Negotiation, Business Negotiation, and Negotiating in Everyday Life
33:36 The Three Negotiating Styles
38:09 Never Lie to Someone You’re Not Going to Kill
40:25 The Issues with Compromise in Negotiations
42:40 Shaping What is Fair in Negotiations
44:49 The Chase Bank Robbery
47:39 Episode Homework

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