A few weeks ago on this podcast, Dan and Ian spoke about a failed negotiation that Ian went through when trying to purchase a car. Ian has said many times that believed he could have closed that deal if he just used the right tactics. Today's guest has spent a lifetime working on negotiating tactics, but he has primarily done so in matters of life or death. Chris Voss is a former FBI hostage negotiator and the author of "Never Split the Difference". Since leaving the FBI, Chris has devoted his time to a new business called Black Swan Ltd., which teaches people how to use the skills that he learned during his time as an FBI agent to improve their negotiation skills in business situations. On this week's episode, you'll hear Chris go into great detail about emotional intelligence, how to choose the right language to use while negotiating, and why you should never split the difference.