Enhancing your negotiation skills can lead to better outcomes, stronger relationships, and increased effectiveness in various situations. So, if you're ready to completely transform your negotiation approach, join me and Chris as we uncover the secrets behind tactical empathy, mirroring, labeling, and other strategies that can revolutionize your negotiations. Envision a situation, whether in your personal life or professional endeavors, where you were eager to negotiate effectively but fell short, leaving all parties involved feeling dissatisfied. Now, reimagine that same scenario with the benefit of training from a former FBI lead negotiator. How might that conversation have unfolded differently, leading to a more successful outcome for everyone? Today's guest, Chris Voss, is a renowned author, dynamic speaker, and expert in the art of negotiation. Using captivating stories, insights, and useful tips for business and everyday life, he guides those who want to improve their negotiation skills. Chris has lectured on negotiation at business schools across the country and has been seen on ABC, CBS, CNN, and Fox News. Chris has also been featured in Forbes, TIME, Fast Company, and Inc. https://www.blackswanltd.com/ During his tenure from 1986 to 2000, Chris served as a member of the New York City Joint Terrorism Task Force. His responsibilities included investigating the 1993 World Trade Center bombing, monitoring the New York City landmark bomb plot, and serving as the "co-case agent" during the investigation of the 1996 TWA Flight 800 explosion. https://www.fbi.gov/investigate/terrorism/joint-terrorism-task-forces Chris spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI's chief international hostage and kidnapping negotiator from 2003 to 2007. In 2006, he demonstrated his expertise as the lead negotiator in two high-profile cases: the Jill Carroll case in Iraq and the Steve Centanni case in the Gaza Strip. Additionally, he supervised hostage cases in the Philippines, Colombia, and Haiti. Throughout his career with the FBI, he worked on more than 150 international hostage cases. https://en.wikipedia.org/wiki/FBI_Crisis_Negotiation_Unit https://en.wikipedia.org/wiki/Jill_Carroll https://en.wikipedia.org/wiki/Steve_Centanni After retiring from the FBI in 2007, Chris founded The Black Swan Group, a consultancy and training firm specializing in negotiation skills. His experiences have led him to share his knowledge as an adjunct professor at Georgetown University's McDonough School of Business and as a lecturer at the Marshall School of Business at the University of Southern California. He is also a co-author of the book Never Split The Difference, which challenges traditional negotiation strategies. His other written works include The Full Fee Agent and Empathy and Understanding In Business. As a leading authority in negotiation tactics and strategies, he created and narrated a MasterClass, "The Art of Negotiation," in 2019. During this discussion, you'll discover: -Who is Chris Voss?...06:15 -How did Chris come up with the title of the book?...08:00 -How did Chris learn negotiation tactics?...10:42  -What made Chris good at his job?...14:29 -What does a typical negotiation look like?...17:19 -What are the biggest mistakes people make when negotiating?...20:54   -What is tactical empathy, an accusation audit, and labeling?...23:07  -What is the problem with the phrase “I'm telling myself right now that you're frustrated”?...36:27 -What is a calibrated question?...39:11 -How do you use people saying "no" to your advantage?...43:43 -What is the importance and accuracy of body language?...49:25 -What are the do's and don'ts of digital interaction?...53:16 -How does education impact the development of negotiation skills?...59:11 -What is the "60 seconds or she dies" negotiation simulation?...1:00:19 -What are the 3 books that have been most informative to Chris?...1:04:43  Full Show Notes: https://bengreenfieldlife.com/neversplit Additional Resources: Ben Greenfield Website: https://bengreenfieldlife.com/ Ben Greenfield Podcast: https://bengreenfieldlife.com/podcast/ Ben Greenfield Books: https://shopbengreenfieldlife.com/collections/books Twitter https://twitter.com/bengreenfield Instagram https://www.instagram.com/bengreenfieldfitness/ Facebook https://www.facebook.com/BGFitness TikTok https://www.tiktok.com/@bengreenfield #BenGreenfield #negotiationskills #communicationskills #bodylanguage