E077 - FBI Negotiator Reveals How To Read Anyone In 32 Seconds | Chris Voss

Negotiation is often depicted in movies as a tense, dramatic showdowns, won through aggressive tactics and mind games. But Chris Voss, former FBI hostage negotiator and author of 'Never Split the Difference', joins us to dispel these myths and reveal what truly works. Real negotiation isn't about manipulation—it’s about tactical empathy, trust, and understanding human nature. From high-stakes hostage crises to boardroom deals, Chris teaches the same fundamental skills: reading people accurately, defusing conflicts, and delivering difficult news effectively. Tune in as Chris exposes manipulation tactics, reveals how to spot a liar, as well as essential advice for entrepreneurs and leaders navigating complex negotiations.00:00 Chris Voss introduction02:09 Tactical empathy & bourbon launch03:27 First hostage case lessons05:08 The draw of hostage negotiation06:55 Crisis hotlines shape negotiation skills09:39 Defusing violent situations13:32 From field agent to teacher19:05 Inside Colombian kidnapping cases23:17 How kidnapping funds terror25:45 The weight of high-stakes talks27:53 Hostage skills in business deals28:18 Reading manipulation tactics30:51 Truth about hostage movies33:21 Navigating the film world35:40 Breaking down Black Swan Method38:50 Teaching entrepreneurs to negotiate41:49 Spotting the wrong deals46:53 Where new entrepreneurs stumble48:19 Trusting your gut instincts51:18 Signs someone's not telling truth55:02 Building trust in relationships59:17 Delivering difficult news1:06:31 Leading through uncertainty1:08:11 Solving team conflicts1:12:40 Using charm to win deals1:15:31 Learning from past mistakes1:20:47 Final negotiation wisdom» Escape the 9-5 & build your dream life - https://www.digitalplaybook.net/» Transform your physique - https://www.thrstapp.com/» My clothing brand, THRST - https://thrstofficial.com» Custom Bioniq supplements: https://www.bioniq.com/mikethurston • 40% off your first month of Bioniq GO • 20% off your first month of Bioniq PRO» Join ​⁠@Whoop and get your first month for free - https://join.whoop.com/mikethurston» Follow Chris«Instagram: https://www.instagram.com/thefbinegotiator/?hl=enBlack Swan Group: https://www.blackswanltd.com/chris-vossNever Split The Difference: https://www.blackswanltd.com/never-split-the-difference