How To Negotiate Like An FBI Agent - Chris Voss - #237

Modern Wisdom

2020/10/26

Overview Shownote Highlights Transcript Chapters Pins

Shownote

Chris Voss is the Ex Lead International Kidnapping Negotiator for the FBI, a CEO & author. Chris is someone who has negotiated under the highest imaginable pressure with kidnappers, bank robbers and terrorists. Expect to learn the single most powerful ph...

Highlights

Former FBI lead kidnapping negotiator Chris Voss shares insights from his high-stakes career, revealing that the true goal of negotiation is building better relationships, not winning. He explains how to use specific communication techniques to de-escalate conflict, build rapport, and achieve collaborative outcomes.

00:00

The goal of negotiation should be a better relationship.

08:53

Confidence is learned through practice, not innate

21:48

Saying no triggers collaboration and forced empathy.

58:34

Summarizing the other side's viewpoint always improves the situation.

Chapters

Why the Best Negotiators Don't Try to 'Win'

00:00

Are You a Fighter, a Fleer, or a Friend? Understanding Your Negotiation Style

05:45

The Magic of 'No' and How to Use a Calm Voice to Defuse Any Argument

21:48

The Two Words That Can Drop a Ransom from $10 Million to Zero

55:54

Transcript

Chris Voss: The guy on the other side is a sociopathic dude. He literally says, that's right. When we go into full summary. I don't know how long it took to do the full summary, but it took a while. It seemed excruciating on our end. A terrorist sociopath ...