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My guest today is Chris Voss, the author of, “Never Split The Difference: Negotiating As If Your Life Depended On It.” Chris is a former international hostage negotiator for the FBI. He has had an amazing career full of great experience and insights. Chris first entered the FBI in 1983 and has been involved with over 150 kidnapping cases. He started out working on a suicide hotline and quickly realized that his negotiating skills were applicable to all areas of life, not just hostage situations.
The topic is his book Never Split The Difference: Negotiating As If Your Life Depended On It.
In this episode of Trend Following Radio we discuss:
- Aversion to negotiation
- Negotiating skills
- Never pretend people are rational
- Business negotiations compared to hostage negotiations
- Lying three times
- “How” and “Why” questions
Mentions & Resources:
- Chris Voss
- “Never Split The Difference: Negotiating As If Your Life Depended On It”
- Daniel Kahneman
- Amos Tversky
- @VossNegotiation
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