Chris Voss excelled as a lead FBI international kidnapping negotiator. At the start of his career, he thought it was all about being tough and direct. But over time, he discovered the secret to cracking negotiations—tactical empathy. Today, he teaches business leaders how to read emotions, build trust, and avoid leaving money on the table. In this episode, Chris explains why empathy is a world-changing skill and shares tactics for getting what you want in business and life.

Chris Voss is a former FBI hostage negotiator with over two decades of experience in high-stakes crisis negotiations. He's the CEO of Black Swan Group and author of Never Split the Difference. 

In this episode, Ilana and Chris will discuss:

- How Chris became an FBI hostage negotiator

- Why empathy is the secret weapon in business and life

- Turning a “no” into a powerful negotiation tool

- Why decision-making is emotional

- The surprising power of vulnerability in negotiations

- “It's not what you say, it's how you say it”

- Why a positive frame of mind makes you 31% smarter

- How to get your boss to pay you more

- And other topics…

 

Chris Voss is a former FBI lead international kidnapping negotiator and expert in high-stakes negotiations. He is also the CEO of Black Swan Group and author of Never Split the Difference. With over 24 years of experience at the FBI, Chris negotiated some of the most challenging hostage situations. He represented the U.S. at G8-sponsored international conferences on kidnapping. Chris has received prestigious awards, including the Attorney General’s Award for Excellence in Law Enforcement. He has also taught negotiation in top MBA programs at USC, Georgetown, and Harvard, as well as lecturing globally. 

Connect with Chris:

Chris’s LinkedIn: https://www.linkedin.com/in/christophervoss/  

Chris’s Twitter: https://twitter.com/fbinegotiator

Resources Mentioned:

Chris’s Book, Never Split the Difference: Negotiating As If Your Life Depended On It: https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 

Chris’s Documentary, Tactical Empathy: https://www.imdb.com/title/tt21383310/ 

Chris’s YouTube: https://www.youtube.com/channel/UCk7jHqdlFFDBhC1QIFqi54w  

Negotiation Mastery Newsletter: https://www.linkedin.com/newsletters/negotiation-mastery-6998634991547006976/ 

Shawn Achor’s TED Talk, “The Happy Secret to Better Work”: https://www.youtube.com/watch?v=fLJsdqxnZb0 

The Talent Code: Greatness Isn't Born. It's Grown. Here's How. by Daniel Coyle: https://www.amazon.com/Talent-Code-Greatness-Born-Grown/dp/055380684X 

In the Presence of My Enemies by Gracia Burnham and Dean Merrill: https://www.amazon.com/Presence-My-Enemies-Gracia-Burnham/dp/0842381392