My next guest is Chris Voss. He is the CEO & Founder of The Black Swan Group Ltd. The best selling author of Never Split The Difference: Negotiating As If Your Life Depended On It. (1 million copies sold). He is also the most popular course instructor on masterclass.com and the former lead International hostage negotiator at the FBI.
We talked about:
17:21 How he discovered tactical empathy as a superior negotiation method after dealing with cutthroat commodity dealers
18:54 Why hammering his opponent with empathy got him better deals
32:33 How his mindset around negotiation is fundamentally different than most people
2:34 How he maintained positive even after dealing with terrorists for 25 years
6:32 How tone is the single most overlooked superpower when it comes to negotiation
7:41 How practice is the path to mastery even for something as esoteric as a cold read and
tonality
39:01 Chris’s morning rituals to setup his day for success
42:27 And his project 120 to stay healthy at age 120
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