5 Lessons in Business Negotiation from an FBI Hostage Negotiator

Shaan Puri interviews Chris Voss, a former FBI negotiator, about the art of negotiation. Voss emphasizes the importance of listening and making the other party feel heard and understood, even more than trying to be understood. He introduces concepts such as "hijack moments," tactical empathy, labeling, and the power of predictability in building trust. Voss argues against compromise, advocating instead for high-value trades and collaborative problem-solving. He shares anecdotes from his career, including a hostage negotiation and insights on how to apply these techniques in business and everyday life, highlighting the importance of implementation and long-term relationships over leverage and short-term gains.