FBI’s Top Hostage Negotiator: The Art Of Negotiating To Get Whatever You Want: Chris Voss | E147

"Negotiation Mastery: Insights from a Former FBI Hostage Negotiator"

In this engaging episode of the DiReva CEO USA podcast, host Stephen Bartlett welcomes Chris Voss, a former FBI hostage negotiator with a storied career in high-stakes negotiations. Voss, who is also a best-selling co-author and principal of the Black Swan Group, brings a wealth of experience and a unique perspective on negotiation. His insights are not only profound but are also applicable to both personal and professional situations, making this episode a must-listen for anyone looking to improve their negotiation skills.

Core Concepts and Philosophies:

Voss emphasizes the critical importance of effective listening in negotiations. He introduces the concept of tactical empathy, which involves understanding the feelings and mindset of the other party without necessarily agreeing with them. This approach helps to build trust and open communication, which are pivotal in achieving successful outcomes. Voss's negotiation philosophy revolves around the idea that being a good negotiator is about being a good listener and understanding the human psyche.

Practical Strategies and Advice:

• Mirroring and Labeling: Use these techniques to validate the other person's feelings and encourage them to open up more about their situation.
• Accusation Audit: Begin negotiations by addressing potential negative emotions and objections, which helps in decreasing resistance.
• Calibrated Questions: Ask open-ended questions that start with "how" or "what," to give the counterpart a sense of control while you steer the conversation.
• Use of Silence: Employ silence as a tool to compel the other party to fill the space, often revealing more than they intended.

Supporting Evidence:

Voss frequently references studies and theories from behavioral economics, including the works of Daniel Kahneman on loss aversion (the principle that losses loom larger than gains), which support his negotiation techniques. He also draws from his vast experience in hostage negotiations to illustrate how these principles play out in real-world scenarios.

Personal Application:

Voss shares anecdotes from his career where he successfully applied his negotiation strategies in life-threatening situations. He also discusses the personal impact of his job, such as the emotional toll it can take and how he manages this aspect through self-awareness and mental discipline.

Recommendations for Tools and Techniques:

For those looking to develop their negotiation skills, Voss recommends:

1. Reading and Education: Engage with literature on negotiation, such as Voss's own book, to understand the theoretical underpinnings of negotiation strategies.
2. Practice in Safe Environments: Engage in role-playing scenarios to practice skills like mirroring and labeling.
3. Reflective Listening Exercise: Regularly practice summarizing the other person's point of view to ensure understanding and empathy.

This podcast episode provides listeners with actionable insights into mastering negotiations from one of the foremost experts in the field. Chris Voss's techniques are not only rooted in solid research but also tested in the most critical situations, offering valuable lessons for enhancing personal and professional interactions.