Jedi Mind Tricks of an FBI Hostage Negotiator with Chris Voss
The Unmistakable Creative Podcast
Srinivas Rao
4.8 • 1K Ratings
🗓️ 17 August 2016
⏱️ 71 minutes
🧾️ Download transcript
Summary
Welcome to another riveting episode of Unmistakable Creative, where we dive into the mind of Chris Voss, a former FBI hostage negotiator and the CEO of the Black Swan Group. This episode, titled 'Jedi Mind Tricks of an FBI Hostage Negotiator with Chris Voss,' offers a unique perspective on negotiation and the power of deference.
In this episode, Chris Voss shares his wealth of knowledge and experience from his years in international crises and high-stakes negotiations. He discusses the concept of deference and how ceding the illusion of control can give you the upper hand. Voss's insights are not just applicable to hostage situations but also to the business world and everyday life.
Voss also talks about his book, 'Never Split The Difference: Negotiating As If Your Life Depended On It,' and his company, the Black Swan Group. The company applies the techniques proven in global crisis situations to the business world, providing a unique program for negotiation and communication. Don't miss this episode to learn from one of the most influential voices in negotiation and gain insights that could transform your life and career.
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Transcript
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| 0:00.0 | There are three kinds of yeses. To understand how to master the no triggers, you first got to understand yes. |
| 0:06.0 | And there's commitment confirmation and counterfeit yeses. Those are the three types. |
| 0:10.0 | Now typically we are pushed so much to give confirmation yeses that lead us to commitments that a yes is typically a trap. |
| 0:20.0 | So if I try to get you to say yes to something based on a closed and a question, your first thought is, |
| 0:27.0 | what am I letting myself in for? Where is this going? He's obviously taking me someplace. I'm not sure I want to go. You begin to step back, you become |
| 0:35.9 | defensive immediately when defensiveness is triggered, you're not listening to me as much. |
| 0:40.0 | Now I first got on to this idea because a book that I read that had a lot of influence |
| 0:46.4 | on impact on my thinking back in 2002 was this book called Start With No. |
| 0:52.0 | And the title stopped me in a tracks and my tracks as to start with |
| 0:56.4 | no knows the enemy I mean how could you start with no so I went and I got the |
| 1:00.4 | book and I like through it and the the guy Jim Camp, who became a friend, |
| 1:04.7 | his whole philosophy was make the other side |
| 1:08.1 | feel like it's okay to say no and they'll relax. |
| 1:15.0 | And then they'll listen to you more. Just let them know it's okay to say no at any time, |
| 1:18.0 | which of course is true. |
| 1:20.0 | When you stop trying to trap the other side with yes and you let them know from the very beginning they could pull back at any time then they'll feel less trapped and they'll talk some more |
| 1:36.7 | I'm Srenny Rao and this is the unmistakable creative podcast where you get a window into the stories and insights of the most |
| 1:40.2 | innovative and creative minds who started movements built thriving |
| 1:43.4 | businesses written best-selling books and created insanely interesting art. |
| 1:47.2 | For more check out our 500 episode archive at unmistakable Creative.com. all passengers. You can now book your train tickets on Uber and get 10% back in Uber credits |
| 2:06.7 | to spend on your next train journey. So no excuses not to visit your indoors this Christmas. |
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