This episode is part of our USA series, over the coming weeks you will get to see some incredible conversations with guests the likes of which we’ve never seen before. Bringing more value, more incredible stories, and more world-beating expertise. Chris Voss is the former lead negotiator for the FBI, and the author of Never Split the Difference, a book about how to negotiate and how to get what you want from other people which has sold millions of copies worldwide. He has handled practically every high stakes crisis management scenario imaginable. 0:00 Intro 01:27 Early years 03:03 Beginning of your career 09:13 The nature of human behaviour in business negotiations 14:28 The first hostage negotiation job 26:52 Hostage negotiation role play 35:11 How important is listening? 37:46 Different tone of voices for negotiations 41:50 “labelling their pain” 44:46 The power of “thats right” 46:53 Negotiations in romantic relationships 49:55 Was there an instants where it didn’t go right for you? 56:22 Mirroring technique 58:34 Black-swan group 59:03 The last guests question Chris: https://www.instagram.com/thefbinegotiator/ Chris’ book: https://www.amazon.co.uk/Never-Split-Difference-Negotiating-Depended/dp/1847941494 Books mention: Start With NO - https://www.amazon.com/Start-Negotiating-Tools-that-Pros/dp/0609608002 FOLLOW ► Instagram: https://www.instagram.com/steven/ Twitter: https://twitter.com/SteveBartlettSC Linkedin: https://www.linkedin.com/in/steven-bartlett-56986834/ Sponsors: Huel - https://my.huel.com/Steven Myenergi - https://bit.ly/3oeWGnl Location courtesy of The Nightfall Group: www.nightfallgroup.com