OM DETTA AVSNITT
"If you’re explaining, you’re losing." In this episode, we sit down with legendary FBI hostage negotiator and author of Never Split the Difference, Chris Voss. He reveals why your "elevator pitch" is likely failing, how to use the power of "No" to get what you want, and the neuroscience-backed secrets to winning any business deal or fixing any relationship.Chris shares his "Accusations Audit" technique and explains why emotional intelligence—not logic—is the true key to human persuasion. If you've ever felt like you were "vomiting words" in a high-pressure meeting, this conversation is your antidote.Subscribe to my newsletter: https://www.mahmoudkhodor.com
Chris Voss is a former FBI lead kidnapping negotiator, bestselling author of Never Split The Difference, and founder and CEO of The Black Swan Group; a negotiation, training, coaching, and consulting organization that teaches people how to achieve better outcomes in high-stakes conversations.
Recognized globally as a leading authority on negotiation, Chris developed his approach through decades of experience in crisis negotiation. Today, he and The Black Swan Group apply those principles to business, sales, leadership, difficult conversations, and high-stakes communication through The Black Swan Method® and Tactical Empathy®.
Never Split The Difference has introduced millions of readers around the world to Chris's negotiation methodology. Through The Black Swan Group, Chris and his team help people go beyond understanding the concepts in the book and develop negotiation as a practical, repeatable performance skill through training, coaching, practice, and live experiences.
The Black Swan Group offers in-person negotiation training, live and self-paced online negotiation training, coaching, keynote speaking, and advanced negotiation experiences for business owners, leaders, sales professionals, and other professionals who want to become more effective dealmakers.
Learn from Chris Voss and The Black Swan Group:Negotiation training and resources: https://www.blackswanltd.com/?utm_source=youtube&utm_medium=social&utm_campaign=builderspodcast
In-person and live training: https://www.blackswanltd.com/live-events?utm_source=youtube&utm_medium=social&utm_campaign=builderspodcast
Online negotiation training: https://www.blackswanltd.com/online-negotiation-classes?utm_source=youtube&utm=social&utm_campaign=builderspodcast
🕒 Episode
Chapters00:00 – The 6-Second Rule: Why Explaining is Losing
01:24 – The Sequencing Secret: Listening vs. Explaining
02:41 – The Power of "That’s Right" and Being Corrected
03:52 – Logic vs. Emotion: What Actually Drives Decisions?
05:51 – The Academic Trap: Why Being "Eloquent" Fails
06:30 – How to Fix Your Elevator Pitch (The Accusations Audit)
07:43 – The Inoculation Effect: Warning People of "Harsh" News
10:19 – How Chris Voss Disarmed Kevin O’Leary at a Staircase
13:00 – Lessons from the Philippines: The "Team" on the Other Side
16:34 – The Power of the Obvious Question
18:52 – Why You Should Start with "No" (The Autonomy Principle)
21:23 – Case Study: Using "No" to Save an FBI Career
23:37 – What Emotions Are People Most Blind To?
25:20 – 3 Steps to Becoming a Better Negotiator Tomorrow
28:14 – Weaponizing Your Name: The "I'm Chris" Technique
30:06 – Labeling: The Neuroscience of Diminishing Fear
34:02 – Influence vs. Manipulation: What’s the Difference?
35:20 – When to Walk Away: Identifying "H.A.L.F." Clients
38:58 – How Negotiation Skills Can Take You to Private Jets
