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Talks at GoogleNever Split the Difference | Chris Voss | Talks at Google
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Episode Details
EPISODE INFO
- Released
- May 27, 2016
- Duration
- 50m
- Channel
- Talks at Google
- Watch on YouTube
- ▶ Open ↗
EPISODE DESCRIPTION
Everything we’ve previously been taught about negotiation is wrong: people are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do; the real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into (or out of) just about any scenario you can imagine. In NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It, former FBI lead international kidnapping negotiator Chris Voss breaks down these strategies so that anyone can use them in the workplace, in business, or at home. This talk was moderated by Mairin Chesney.
SPEAKERS
Mairin Chesney
hostHost/moderator for Talks at Google events.
Chris Voss
guestFormer FBI hostage negotiator; founder and CEO of the Black Swan Group and author of "Never Split the Difference."
EPISODE SUMMARY
In this episode of Talks at Google, featuring Mairin Chesney and Chris Voss, Never Split the Difference | Chris Voss | Talks at Google explores Chris Voss on tactical empathy, “no,” and better-than-compromise deals Chris Voss frames negotiation as managing emotions and perceptions, arguing that “no” can create safety and unlock creative movement rather than end a discussion.
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