This excerpt introduces Chris Voss, a former FBI lead international kidnapping negotiator, and his approach to negotiation, which contrasts sharply with traditional, rational problem-solving methods. Voss emphasizes tactical empathy and understanding human irrationality, drawing on behavioral economics and psychological tactics like mirroring, labeling emotions, and using calibrated questions to gain information and influence outcomes. He advocates for embracing "No" as a starting point and employing strategies like the Ackerman model for price negotiation, all while maintaining a mindset of discovery and an awareness of Black Swans—unknown unknowns—to achieve successful resolutions in various personal and professional contexts.You can listen and download our episodes for free on more than 10 different platforms:https://linktr.ee/book_shelterGet the Book now from Amazon:https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805?&linkCode=ll1&tag=cvthunderx-20&linkId=8af52e7973a2e553ff27016c22bf1344&language=en_US&ref_=as_li_ss_tlProduced by:https://www.podcaistudio.com/

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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