👁️ Try Neutonic: https://www.neutonic.com/jamessmith 🧪 Check your Test: https://www.manual.co/smith 📝 Business Mentoring: https://www.jamessmith.business 🏋🏼‍♂️ Online Coaching: https://www.jamessmithacademy.com Chris Voss's YouTube Channel – https://www.youtube.com/ ⁨@NegotiationMastery⁩ Chris Voss On Instagram – https://www.instagram.com/thefbinegotiator/ Chris Voss joins James Smith for a masterclass on the psychology of negotiation, trust, and getting what you want without ever splitting the difference. A former FBI hostage negotiator and the bestselling author of Never Split the Difference, Voss breaks down why most people negotiate badly, how loss aversion quietly runs the room, and why the goal is never to win the moment but to build something that lasts. He explains: ◼️ Why splitting the difference leaves everyone feeling cheated ◼️ How to catch a liar off guard and then get them to tell the truth ◼️ Why predictability, not charm, is what actually builds trust ◼️ The grocery store move that turns a stranger into an ally ◼️ Why walking away only works when you genuinely mean it Chapters: 00:00 The Problem With Splitting the Difference 02:23 Why We Overreact to Loss 03:26 The Emotions You're Born With 03:59 Loss Aversion, Jiu Jitsu and the Submission 05:20 Catching Liars in Their Own Web 06:14 How a Polygraph Really Works 08:01 Shu Ha Ri and the Art of Mastery 10:34 Sending Students Into the Wild to Practice 11:15 The Three Commodities in Every Negotiation 12:36 The Broccoli Sprouts Masterclass 13:30 Priming and the Power of Pattern Interrupt 15:10 Why Using Someone's Name Defuses Violence 18:33 The Hardest Part Isn't Catching the Lie 20:25 Short Term Loss vs The Loss That Kills You 22:32 Why Entrepreneurs Make Weak Negotiators 23:18 How to Actually Ask Your Boss for a Raise 26:03 The Hidden Power of Deference 27:21 The Sales Tricks That Have Been Weaponised 29:49 Why Honest Sellers Win More Deals 31:33 Predictability Is Trust in Disguise 33:15 Inside the Black Swan Community 35:47 Buying a Car With Empathy Instead of Ego 37:19 Is Walking Away a Skill or a Bluff? 40:29 Relationships Are Ongoing Negotiations 42:17 Never Be So Sure You'd Miss Something Better 44:50 Cadence, Silence and Sounding Important 46:08 Using Humour to Disarm a Cold Room 48:25 Deactivating Fear Instead of Fighting It 50:10 Negotiation, Dating and the Renewals Process 52:11 Should You Ever Touch During a Negotiation? 53:13 Where to Start If You Want to Get Good 55:35 The 48 Hour Challenge That Will Change Your Day Learn more about your ad choices. Visit megaphone.fm/adchoices