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Ex-FBI Negotiator: You're Negotiating WRONG! Stop Compromising | Chris Voss
Most people think negotiation is about winning, but former FBI Lead International Kidnapping Negotiator Chris Voss knows it’s about understanding human psychology under extreme pressure. From bank robberies and terrorist standoffs to coaching Fortune 500 CEOs, Chris reveals the shocking truth: The rules you're using are guaranteed to make you unsatisfied.
Chris shares the real stories that inspired his bestselling book, Never Split the Difference, and explains how the same tactics used to save lives can be applied to win every deal in business.
You’ll learn:
- Why compromise ("splitting the difference") is the #1 lie that guarantees both sides will be unsatisfied.
- The single most powerful psychological driver in all deals (The Fear of Loss) and how to use it ethically.
- The counter-intuitive power of asking for NO instead of YES to gain trust.
- The true goal of negotiation: finding Hidden Information that reveals a better deal for everyone.
- How manipulation works short-term but guarantees long-term destruction of relationships.
- The life-and-death stakes behind the FBI's methodology, proven during terrorist plots and international kidnappings.
Timestamps:
00:02:15 - The Lie of Compromise: Why "Splitting the Difference" Fails
00:03:57 - The #1 Decision Maker: How Fear of Loss Drives 70% of Decisions
00:10:49 - The 'No' Trap: Why You Must Get People to Say No First
00:15:35 - The True Goal: Unlocking Hidden Information for a Better Deal
00:23:40 - Biggest Mistakes: Anchoring, Manipulation, and Destroying Relationships
00:31:06 - FBI Origin Story: From SWAT to Lead Hostage Negotiator
00:44:40 - Movies vs. Reality: Why Criminals Can't Ever Escape the Bank
00:49:57 - The Living Instinct: Negotiating with Terrorists
01:11:03 - The Price Trap: Why Low Price is EXTREMELY Expensive
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📲 Subscribe:
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Connect with Matt Haycox, No BS Business Podcast Host & 8-Figure Entrepreneur.
I’m Matt Haycox, entrepreneur, investor, and your straight-talking guide to building a business that actually works. I’ve raised over £750M, built (and rebuilt) 8-figure companies, and learned the hard way what it really takes to win.
On No Bollocks with Matt Haycox, I cut through the bollocks to bring you raw conversations with 7–8 figure founders, investors, and experts who’ve been there, done it, and got the scars to prove it. No hype, no theory, just actionable strategies you can use today to start, grow, and scale your business.
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Published on 1 week, 1 day ago
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