#364 – Chris Voss: FBI Hostage Negotiator

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<p>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:<br /> &#8211; <b>Shopify</b>: <a href="https://shopify.com/lex">https://shopify.com/lex</a> to get free trial<br /> &#8211; <b>Indeed</b>: <a href="https://indeed.com/lex">https://indeed.com/lex</a> to get $75 credit<br /> &#8211; <b>InsideTracker</b>: <a href="https://insidetracker.com/lex">https://insidetracker.com/lex</a> to get 20% off</p> <p><b>EPISODE LINKS:</b><br /> Chris&#8217;s Instagram: <a href="https://instagram.com/thefbinegotiator">https://instagram.com/thefbinegotiator</a><br /> Chris&#8217;s Twitter: <a href="https://twitter.com/fbinegotiator">https://twitter.com/fbinegotiator</a><br /> Chris&#8217;s Website: <a href="https://blackswanltd.com">https://blackswanltd.com</a><br /> Chris&#8217;s Masterclass: <a href="https://masterclass.com/classes/chris-voss-teaches-the-art-of-negotiation">https://masterclass.com/classes/chris-voss-teaches-the-art-of-negotiation</a><br /> Never Split the Difference (book): <a href="https://amzn.to/3J5scNC">https://amzn.to/3J5scNC</a></p> <p><b>PODCAST INFO:</b><br /> Podcast website: <a href="https://lexfridman.com/podcast">https://lexfridman.com/podcast</a><br /> Apple Podcasts: <a href="https://apple.co/2lwqZIr">https://apple.co/2lwqZIr</a><br /> Spotify: <a href="https://spoti.fi/2nEwCF8">https://spoti.fi/2nEwCF8</a><br /> RSS: <a href="https://lexfridman.com/feed/podcast/">https://lexfridman.com/feed/podcast/</a><br /> YouTube Full Episodes: <a href="https://youtube.com/lexfridman">https://youtube.com/lexfridman</a><br /> YouTube Clips: <a href="https://youtube.com/lexclips">https://youtube.com/lexclips</a></p> <p><b>SUPPORT &#38; CONNECT:</b><br /> &#8211; Check out the sponsors above, it&#8217;s the best way to support this podcast<br /> &#8211; Support on Patreon: <a href="https://www.patreon.com/lexfridman">https://www.patreon.com/lexfridman</a><br /> &#8211; Twitter: <a href="https://twitter.com/lexfridman">https://twitter.com/lexfridman</a><br /> &#8211; Instagram: <a href="https://www.instagram.com/lexfridman">https://www.instagram.com/lexfridman</a><br /> &#8211; LinkedIn: <a href="https://www.linkedin.com/in/lexfridman">https://www.linkedin.com/in/lexfridman</a><br /> &#8211; Facebook: <a href="https://www.facebook.com/lexfridman">https://www.facebook.com/lexfridman</a><br /> &#8211; Medium: <a href="https://medium.com/@lexfridman">https://medium.com/@lexfridman</a></p> <p><b>OUTLINE:</b><br /> Here&#8217;s the timestamps for the episode. On some podcast players you should be able to click the timestamp to jump to that time.<br /> (00:00) &#8211; Introduction<br /> (06:31) &#8211; Negotiation<br /> (12:21) &#8211; Reason vs Emotion<br /> (27:17) &#8211; How to listen<br /> (36:06) &#8211; Negotiation with terrorists<br /> (38:14) &#8211; Brittney Griner<br /> (39:53) &#8211; Putin and Zelenskyy<br /> (47:13) &#8211; Donald Trump<br /> (54:23) &#8211; When to walk away<br /> (58:37) &#8211; Israel and Palestine<br /> (1:06:16) &#8211; Al-Qaeda<br /> (1:11:46) &#8211; Three voices of negotiation<br /> (1:20:11) &#8211; Strategic umbrage<br /> (1:23:18) &#8211; Mirroring<br /> (1:26:29) &#8211; Labeling<br /> (1:33:55) &#8211; Exhaustion<br /> (1:36:09) &#8211; The word &#8220;fair&#8221;<br /> (1:39:06) &#8211; Closing the deal<br /> (1:41:03) &#8211; Manipulation and lying<br /> (1:42:58) &#8211; Conversation vs Negotiation<br /> (1:54:17) &#8211; The 7-38-55 Rule<br /> (1:58:16) &#8211; Chatbots<br /> (2:07:39) &#8211; War<br /> (2:09:10) &#8211; Advice for young people</p>