After retiring from the FBI, Voss founded The Black Swan Group, a consulting firm that trains Fortune 500 companies and individuals in the art of high-stakes negotiation. He is also the author of the #1 Wall Street Journal bestseller, Never Split the Difference , which has been translated into 20 languages. His expertise is frequently called upon by major media outlets, including CNBC, The New York Times, and Inc..
Before the other person can accuse you of being greedy, selfish, or naive, accuse yourself of it.
Empathy means seeing the world through someone else's eyes. Chris calls it "tactical" because it is a tool. You do not have to agree with the other person. You just have to show them that you hear them. When people feel heard, they let their guard down. MasterClass - Chris Voss - The Art of Negotiati...
The same applies to your boss. When you ask for a raise, your boss isn't rationally calculating your market value. They are feeling the threat of losing money, the fear of setting a precedent, or the ego of being challenged.
: Chris breaks down real FBI cases to show how his tips work. Role Play : You see Chris practice his skills with actors. Who Should Take This Class? After retiring from the FBI, Voss founded The
One of the most counter-intuitive lessons in the Chris Voss MasterClass is his love for the word "No."
And in the end, as Voss says: "The most valuable person in a negotiation is the one who listens." Before the other person can accuse you of
[Traditional Negotiation] ---> Focuses on Logic & Compromise ---> Often Ends in Deadlock [Voss Methodology] ---> Tactical Empathy & Tools ---> Uncovers Black Swans The Accusation Audit
: Use a calm, curious tone. If an employee says, "I'm feeling overwhelmed by this project timeline," you simply respond, "This project timeline?" They will naturally open up and explain the exact bottleneck. 2. Labeling
In a world that tells us to "be reasonable" and "meet in the middle," former FBI hostage negotiator Chris Voss throws a tactical grenade. His premise is simple yet revolutionary: Nice guys don’t finish last. Rational guys do.
People feel safe when they say "No" because it establishes a boundary. Instead of asking "Would you agree to this?" , Voss recommends flipping the question to invite a negative response: "Are you against this direction?" or "Is it a bad idea to look at this option?" Once they say "No," their guard drops, and the real negotiation begins. The Magic Phrase: "That's Right"