Episode Details

What if the negotiation you're losing has already started before you even open your mouth? Jason Cass sits down with Chris Voss, CEO and Founder of The Black Swan Group, to unpack the tactics behind high-stakes negotiation, from hostage crises to closing sales.

Key Topics:

• The negotiation has already started before the first word is spoken

• Lessons learned from the Burnham-Sobero hostage case in the Philippines

• The chaotic real-world logistics behind hostage negotiation deployments

• The Black Swan Group's approach: doing, teaching, and coaching negotiation skills

• Using labels to build trust and de-escalate at every level of a relationship

• Reframing "no" as a safe response that opens real conversation

• The power of dynamic silence and the six-second neurochemical window

• AI's double-edged effect on communicators, sharpening or dulling their skills

• Compromise as a lose-lose outcome, illustrated through the steel analogy

• The Christmas tree story and what it reveals about uncovering real motivation

Reach out to:

• Chris Voss

• Jason Cass

Visit Website:

• The Black Swan Group

• Agency Intelligence

Produced by PodSquad.fm