Now to Next with Nick Nanton Feat. Chris Voss

Chris Voss is the CEO and founder of The Black Swan Group Ltd, a best-selling author, and the FBI’s former lead international kidnapping negotiator. Host Nick Nanton discusses Chris’ national best-selling book, Never Split the Difference, the attributes that make a master negotiator, and empathy’s effect in business negotiations. 

Timestamps:2:40: Should you split the difference?3:53: Why compromise often doesn’t work out6:36: Oprah Winfrey — the negotiator9:19: Tactical empathy and strategies used12:02: In a kidnapping, who has the upper hand?1408: Social dynamics that affect decision making18:15: Chris’ work in Haiti20:31: "The favorite or the fool" concept26:42: Labeling — but not in an accusatory way30:33: Taking a job for mercenary reasons33:39: The two magic words of “that’s right” in a negotiation35:54: Perspective will get you to the answer you’re looking for37:49: The benefits of asking “no" oriented questions41:00: When the door opens, the game is on

Resources:Negotiate Like a Pro: MasterclassChris on The Forward Podcast with Lance ArmstrongDaniel Kahneman — Nobel Peace PrizeOperation ToussaintThe Challenger SaleDr. Ned Hallowell 
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