E077 - FBI Negotiator Reveals How To Read Anyone In 32 Seconds | Chris Voss

Negotiation is often depicted in movies as tense, dramatic showdowns, won through aggressive tactics and mind games. But Chris Voss, former FBI hostage negotiator and author of Never Split the Difference, joins us to dispel these myths and reveal what truly works.

Real negotiation isn't about manipulation—it’s about tactical empathy, trust, and understanding human nature. From high-stakes hostage crises to boardroom deals, Chris teaches the same fundamental skills: reading people accurately, defusing conflicts, and delivering difficult news effectively. Tune in as Chris exposes manipulation tactics, reveals how to spot a liar, and offers essential advice for entrepreneurs and leaders navigating complex negotiations.

Timestamps: 00:00 Chris Voss introduction 02:09 Tactical empathy & bourbon launch 03:27 First hostage case lessons 05:08 The draw of hostage negotiation 06:55 Crisis hotlines shape negotiation skills 09:39 Defusing violent situations 13:32 From field agent to teacher 19:05 Inside Colombian kidnapping cases 23:17 How kidnapping funds terror 25:45 The weight of high-stakes talks 27:53 Hostage skills in business deals 28:18 Reading manipulation tactics 30:51 Truth about hostage movies 33:21 Navigating the film world 35:40 Breaking down Black Swan Method 38:50 Teaching entrepreneurs to negotiate 41:49 Spotting the wrong deals 46:53 Where new entrepreneurs stumble 48:19 Trusting your gut instincts 51:18 Signs someone's not telling truth 55:02 Building trust in relationships 59:17 Delivering difficult news 1:06:31 Leading through uncertainty 1:08:11 Solving team conflicts 1:12:40 Using charm to win deals 1:15:31 Learning from past mistakes 1:20:47 Final negotiation wisdom

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Follow Chris: Instagram: https://www.instagram.com/thefbinegotiator Black Swan Group: https://www.blackswanltd.com/chris-voss Never Split the Difference: https://www.blackswanltd.com/never-split-the-difference