What's a simple negotiation trick you can try today?

How can you get better at persuading others?

Today, Jay welcomes former FBI lead international kidnapping negotiator and author of "Never Split the Difference", Chris Voss. He is renowned for his innovative negotiation strategies that emphasize empathy, emotional intelligence, and tactical communication. After retiring from the FBI, Voss founded The Black Swan Group, a consultancy firm that provides negotiation training for businesses and individuals. He is also a popular speaker and has taught negotiation at various business schools.

Chris discusses his journey from being on a SWAT team to becoming a lead FBI negotiator. He shares that his career path changed after a knee injury and his growing interest in crisis response led him to hostage negotiation where he found the work more satisfying than his previous roles, emphasizing the importance of decisive action in crises.

Chris and Jay discuss how human beings are naturally wired to be negative as a survival mechanism, which impacts negotiations. He reframes negotiation as a collaborative process rather than a confrontational one and suggests that effective negotiation often goes unnoticed because it looks like seamless collaboration. They also talk about gender dynamics in negotiation, with Voss providing advice on how women can better negotiate in environments where they might be undervalued.  

In this interview, you'll learn:

How to calm tense talks

How to negotiate with narcissists

How to disarm aggression

How to foster collaboration

How to build rapport

In any situation, effective negotiation is not about winning at all costs but about creating a shared path forward that benefits everyone involved. 

With Love and Gratitude,

Jay Shetty

What We Discuss:
00:00 Intro
01:23 Becoming a Lead Negotiator
04:08 Suicide Hotline Conversations
08:03 Labeling the Negative Emotions
09:35 Negotiation Isn’t a Form of Conflict
14:59 How to Get Someone to Collaborate with You?
21:15 How Do You Slow Down?
25:10 How Do You Prepare for a Negotiation?
29:54 Biggest Negotiation Mistakes
31:42 Always Look for the Patterns
40:20 Used and Taken Advantage Of
44:21 The Illusion of Control
46:17 What’s Your Intention?
48:37 How to Negotiate a Better Salary?
50:49 Reward Strategy in the Workplace
53:33 Negotiating Unfulfilled Salary Raise 
58:57 How Can Women Negotiate Better?
01:00:57 Negotiations That Don’t End with a Deal
01:05:03 Work with the ELFs
01:11:05 Polite Boundary Setting
01:16:29 How to Not Be Emotional When Negotiating
01:22:08 Are You in the Right Relationship?
01:25:55 Respecting Other People’s Values
01:30:52 Tactical Empathy Documentary
01:34:01 Chris on Final Five

Episode Resources:
Chris Voss | Website
Chris Voss | Instagram
Chris Voss | LinkedIn
Never Split the Difference: Negotiating As If Your Life Depended On It

What's a simple negotiation trick you can try today?
How can you get better at persuading others?
Today, Jay welcomes former FBI lead international kidnapping negotiator and author of "Never Split the Difference", Chris Voss. He is renowned for his innovative negotiation strategies that emphasize empathy, emotional intelligence, and tactical communication. After retiring from the FBI, Voss founded The Black Swan Group, a consultancy firm that provides negotiation training for businesses and individuals. He is also a popular speaker and has taught negotiation at various business schools.
Chris discusses his journey from being on a SWAT team to becoming a lead FBI negotiator. He shares that his career path changed after a knee injury and his growing interest in crisis response led him to hostage negotiation where he found the work more satisfying than his previous roles, emphasizing the importance of decisive action in crises.
Chris and Jay discuss how human beings are naturally wired to be negative as a survival mechanism, which impacts negotiations. He reframes negotiation as a collaborative process rather than a confrontational one and suggests that effective negotiation often goes unnoticed because it looks like seamless collaboration. They also talk about gender dynamics in negotiation, with Voss providing advice on how women can better negotiate in environments where they might be undervalued.  
In this interview, you'll learn:
How to calm tense talks
How to negotiate with narcissists
How to disarm aggression
How to foster collaboration
How to build rapport
In any situation, effective negotiation is not about winning at all costs but about creating a shared path forward that benefits everyone involved. 
With Love and Gratitude,
Jay Shetty
What We Discuss:
<ul>
<li aria-level="1">00:00 Intro</li>
<li aria-level="1">01:23 Becoming a Lead Negotiator</li>
<li aria-level="1">04:08 Suicide Hotline Conversations</li>
<li aria-level="1">08:03 Labeling the Negative Emotions</li>
<li aria-level="1">09:35 Negotiation Isn’t a Form of Conflict</li>
<li aria-level="1">14:59 How to Get Someone to Collaborate with You?</li>
<li aria-level="1">21:15 How Do You Slow Down?</li>
<li aria-level="1">25:10 How Do You Prepare for a Negotiation?</li>
<li aria-level="1">29:54 Biggest Negotiation Mistakes</li>
<li aria-level="1">31:42 Always Look for the Patterns</li>
<li aria-level="1">40:20 Used and Taken Advantage Of</li>
<li aria-level="1">44:21 The Illusion of Control</li>
<li aria-level="1">46:17 What’s Your Intention?</li>
<li aria-level="1">48:37 How to Negotiate a Better Salary?</li>
<li aria-level="1">50:49 Reward Strategy in the Workplace</li>
<li aria-level="1">53:33 Negotiating Unfulfilled Salary Raise </li>
<li aria-level="1">58:57 How Can Women Negotiate Better?</li>
<li aria-level="1">01:00:57 Negotiations That Don’t End with a Deal</li>
<li aria-level="1">01:05:03 Work with the ELFs</li>
<li aria-level="1">01:11:05 Polite Boundary Setting</li>
<li aria-level="1">01:16:29 How to Not Be Emotional When Negotiating</li>
<li aria-level="1">01:22:08 Are You in the Right Relationship?</li>
<li aria-level="1">01:25:55 Respecting Other People’s Values</li>
<li aria-level="1">01:30:52 Tactical Empathy Documentary</li>
<li aria-level="1">01:34:01 Chris on Final Five</li>
</ul>
Episode Resources:
<ul>
<li aria-level="1">Chris Voss | <a href="https://www.blackswanltd.com/">Website</a></li>
<li aria-level="1">Chris Voss | <a href="https://www.instagram.com/thefbinegotiator">Instagram</a></li>
<li aria-level="1">Chris Voss | <a href="https://www.linkedin.com/in/christophervoss/">LinkedIn</a></li>
<li aria-level="1"><a href="https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805">Never Split the Difference: Negotiating As If Your Life Depended On It</a></li>
</ul>

I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace.

I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!

I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace.
I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!

On Purpose with Jay Shetty

My name is Jay Shetty, and my purpose is to make wisdom go viral. I’m fortunate to have fascinating conversations with the most insightful people in the world, and on my podcast, I’m sharing those conversations with you. New episodes Mondays and Fridays. Please rate and review the podcast if you enjoy it. Live life today ON PURPOSE.

My name is Jay Shetty, and my purpose is to make wisdom go viral. I’m fortunate to have fascinating conversations with the most insightful people in the world, and on my podcast, I’m sharing those conversations with you. New episodes Mondays and Fridays. Please rate and review the podcast if you enjoy it. Live life today ON PURPOSE.

Chris Voss: #1 Secret Formula FBI Negotiators Use To Always Get What They Want & 4 Ways to Apply These Tactics to Your Life

https://api.omny.fm/orgs/e73c998e-6e60-432f-8610-ae210140c5b1/clips/c82e084a-c385-446c-8c35-b1d80020655c/transcript

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