#364 – Chris Voss: FBI Hostage Negotiator

Chris Voss is a former FBI hostage and crisis negotiator and author of Never Split the Difference: Negotiating As If Your Life Depended On It. Please support this podcast by checking out our sponsors: - Shopify: https://shopify.com/lex to get free trial - Indeed: https://indeed.com/lex to get $75 credit - InsideTracker: https://insidetracker.com/lex to get 20% off EPISODE LINKS: Chris's Instagram: https://instagram.com/thefbinegotiator Chris's Twitter: https://twitter.com/fbinegotiator Chris's Website: https://blackswanltd.com Chris's Masterclass: https://masterclass.com/classes/chris-voss-teaches-the-art-of-negotiation Never Split the Difference (book): https://amzn.to/3J5scNC PODCAST INFO: Podcast website: https://lexfridman.com/podcast Apple Podcasts: https://apple.co/2lwqZIr Spotify: https://spoti.fi/2nEwCF8 RSS: https://lexfridman.com/feed/podcast/ YouTube Full Episodes: https://youtube.com/lexfridman YouTube Clips: https://youtube.com/lexclips SUPPORT & CONNECT: - Check out the sponsors above, it's the best way to support this podcast - Support on Patreon: https://www.patreon.com/lexfridman - Twitter: https://twitter.com/lexfridman - Instagram: https://www.instagram.com/lexfridman - LinkedIn: https://www.linkedin.com/in/lexfridman - Facebook: https://www.facebook.com/lexfridman - Medium: https://medium.com/@lexfridman OUTLINE: Here's the timestamps for the episode. On some podcast players you should be able to click the timestamp to jump to that time. (00:00) - Introduction (06:31) - Negotiation (12:21) - Reason vs Emotion (27:17) - How to listen (36:06) - Negotiation with terrorists (38:14) - Brittney Griner (39:53) - Putin and Zelenskyy (47:13) - Donald Trump (54:23) - When to walk away (58:37) - Israel and Palestine (1:06:16) - Al-Qaeda (1:11:46) - Three voices of negotiation (1:20:11) - Strategic umbrage (1:23:18) - Mirroring (1:26:29) - Labeling (1:33:55) - Exhaustion (1:36:09) - The word "fair" (1:39:06) - Closing the deal (1:41:03) - Manipulation and lying (1:42:58) - Conversation vs Negotiation (1:54:17) - The 7-38-55 Rule (1:58:16) - Chatbots (2:07:39) - War (2:09:10) - Advice for young people