Episode description

Find out what it takes to win high-stakes negotiations and uncover tactics to help you get more of what you want in business and your career.

In hostage situations, successful negotiations often mean the difference between life and death. Similarly, in business and in our careers, thoughtful discussions can make or break favorable outcomes. When the stakes are high or emotions boil over, it can be difficult to know what to say, or how to bring others together with you down a shared path.

Chris Voss knows how to diffuse high-pressure situations, and come out ahead. After growing up in the Midwest, Chris became a Kansas City police officer and went on to join the FBI as a lead crisis negotiator. His best-selling book, Never Split The Difference: Negotiating As If Your Life Depended On It, is largely considered the industry handbook for successful business negotiations. Today, as Founder and CEO of The Black Swan Group Ltd., Chris helps others to master the art of negotiation.

Chris joins Bert to discuss what makes someone a great negotiator, and how human beings are all driven by the same decision-making systems. Discover the one tactic that anyone can leverage to gain an advantage, and how to rally others to your side. Chris talks about what goes into getting a little better each day, and how leaders can inspire their teams and others to realize mutual gains.