425. Negotiating a Raise — and a Better Life | Chris Voss

The Jordan B. Peterson Podcast

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Education, Science, Society & Culture

4.6 • 34.5K Ratings

🗓️ 22 February 2024

⏱️ 92 minutes

🔗️ Recording | iTunes | RSS

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Summary

Dr. Jordan Peterson speaks with author, teacher, and prior hostage negotiator Chris Voss. They discuss the necessity of prioritizing needs and wants, how to navigate the job market to fit your best potential, how and why to go after a raise, the primacy of invitational collaboration over compelled, and how Voss succeeded in many real-world hostage negotiations. Chris Voss has served as the lead international kidnapping negotiator for the Federal Bureau of Investigation (FBI), the hostage negotiation representative for the National Security Council’s Hostage Working Group, and the lead Crisis Negotiator for the NYC division of the FBI. Chris was a member of the New York City Joint Terrorist Task Force for 14 years, a recipient of the Attorney General’s Award for Excellence in Law Enforcement, and the FBI Agents Association Award for Distinguished and Exemplary Service. Chris has taught business negotiation courses at the University of Southern California, Georgetown University, and Harvard University. He has also guest lectured at Northwestern University and at schools abroad. Currently, Chris works with Insite Security as their Managing Director of the Kidnapping Resolution Practice. - Links - 2024 tour details can be found here https://jordanbpeterson.com/events Peterson Academy https://petersonacademy.com/ For Chris Voss: On Instagram https://www.instagram.com/thefbinegotiator/?hl=en On X https://twitter.com/fbinegotiator?lang=en Sign up for Chris Voss’s Newsletter https://www.blackswanltd.com/no-oriented-questions “Never Split the Difference: Negotiating As If Your Life Depended On It” (book) https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 Learn to negotiate with the Black Swan Group https://www.blackswanltd.com/

Transcript

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0:00.0	The Hello everybody I'm speaking to Chris Voss today an American author teacher and
0:19.0	hostage negotiator for the FBI. We talk primarily about negotiation with forays into the
0:27.6	into the psychology of listening, the rationale of listening. We are attempting to sort out and to clarify exactly what it means to negotiate
0:37.6	successfully.
0:39.6	Pausiting, I suppose, that the ultimate goal of a negotiation should be something like the establishment of a productive long-term generous mutual collaboration.
0:48.6	And to expand even that, to understand that a good collaboration involves the joint pursuit of mutual desire, let's say,
0:57.9	but also the joint pursuit of the ability to expand the understanding of what that desire might be across time.
1:05.0	That's how a relationship grows.
1:06.8	So we talk about how to do that.
1:08.8	We talk about how to listen and do that,
1:11.7	concentrating as well on the fact that if you listen to people,
1:14.6	they'll tell you what they need and want.
1:16.7	And then you can be in a position to provide that and to be of utility in the long-term
1:21.8	sustainable, productive productive generous relationship.
1:25.0	So welcome to the discussion.
1:29.0	So Chris, let's start with this.
1:32.0	Why don't you tell me and everybody who's watching and listening
1:37.6	what it means to negotiate?
1:40.5	And let me put a little context around that.
1:43.0	You know, one of the things I really noticed as a clinician was that people are remarkably bad
1:49.3	at negotiating and they're not trained in it ever.
1:53.0	And so that really hurts people because it means that they,
	...

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