Never Split the Difference

Former FBI negotiator Chris Voss tells a good story. From persuading hostage takers to bank robbers to stand down is an art and, it turns out, a method we can all learn too. Show tactical empathy by mirroring our opposition, use leading questions, let the silence hang, reassure, create an illusion of control and have a lot of patience. These are the tools that win negotiations. We had a brilliant night at our London meetup playing 'negotiation games' and discovered quite a few strong performers and persuaders amongst us. Chris kindly joined us for a Q&A from NYC which demonstrated his famous late night DJ voice and why he believes we can all learn to become negotiators in our work and lives, and, crucially, never split the difference!