Chris Voss is a former FBI hostage and crisis negotiator and author of Never Split the Difference: Negotiating As If Your Life Depended On It. Please support this podcast by checking out our sponsors: - Shopify: https://shopify.com/lex to get free trial - Indeed: https://indeed.com/lex to get $75 credit - InsideTracker: https://insidetracker.com/lex to get 20% off EPISODE LINKS: Chris's Instagram: https://instagram.com/thefbinegotiator Chris's Twitter: https://twitter.com/fbinegotiator Chris's Website: https://blackswanltd.com Chris's Masterclass: https://masterclass.com/classes/chris-voss-teaches-the-art-of-negotiation Never Split the Difference (book): https://amzn.to/3J5scNC PODCAST INFO: Podcast website: https://lexfridman.com/podcast Apple Podcasts: https://apple.co/2lwqZIr Spotify: https://spoti.fi/2nEwCF8 RSS: https://lexfridman.com/feed/podcast/ Full episodes playlist: https://www.youtube.com/playlist?list=PLrAXtmErZgOdP_8GztsuKi9nrraNbKKp4 Clips playlist: https://www.youtube.com/playlist?list=PLrAXtmErZgOeciFP3CBCIEElOJeitOr41 OUTLINE: 0:00 - Introduction 0:59 - Negotiation 6:50 - Reason vs Emotion 21:45 - How to listen 30:35 - Negotiation with terrorists 32:43 - Brittney Griner 34:21 - Putin and Zelenskyy 41:41 - Donald Trump 48:52 - When to walk away 53:06 - Israel and Palestine 1:00:45 - Al-Qaeda 1:06:15 - Three voices of negotiation 1:14:40 - Strategic umbrage 1:17:46 - Mirroring 1:20:57 - Labeling 1:28:24 - Exhaustion 1:30:38 - The word "fair" 1:33:34 - Closing the deal 1:35:32 - Manipulation and lying 1:37:26 - Conversation vs Negotiation 1:48:45 - The 7-38-55 Rule 1:52:45 - Chatbots 2:02:07 - War 2:03:39 - Advice for young people SOCIAL: - Twitter: https://twitter.com/lexfridman - LinkedIn: https://www.linkedin.com/in/lexfridman - Facebook: https://www.facebook.com/lexfridman - Instagram: https://www.instagram.com/lexfridman - Medium: https://medium.com/@lexfridman - Reddit: https://reddit.com/r/lexfridman - Support on Patreon: https://www.patreon.com/lexfridman