TMBA412: ‘Never Split The Difference’: A Conversation with Chris Voss

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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 that believed he could have closed that deal if he just used the right tactics.

Today’s guest has spent a lifetime working on negotiations, 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 in the field to improve their negotiation skills in business and other situations.

In this week’s episode, you’ll hear Chris go into great detail about emotional intelligence, how to choose the right language while negotiating, and why you should never split the difference.


Listen to this week’s show and learn:

  • The only time that you should be using the word “why” in a negotiation. (6:24)
  • Why the best way to say no is “How am I supposed to do that?” (16:42)
  • The story of a high-stakes kidnapping negotiation. (23:48)
  • How empathy can be a competitive advantage. (37:07)
  • What Christopher hopes people take away from his book. (46:00)

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This week’s sponsor:

This week’s episode is brought to you by Ahrefs. Ahrefs offers unbelievable tools to help you grow your search traffic, research your competitors, and monitor your niche. Best of all, they are offering one lucky TropicalMBA listener a chance to win a free annual subscription valued at almost $2000. Enter to win by sharing this episode on your Facebook page and letting us know in the comments below.

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Thanks for listening to our show! We’ll be back next Thursday morning 8AM EST. Cheers, Dan & Ian [optin-cat id=13990]