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Chris Voss's YouTube Channel – https://www.youtube.com/ @NegotiationMastery
Chris Voss On Instagram – https://www.instagram.com/thefbinegotiator/
Chris Voss joins James Smith for a masterclass on the psychology of negotiation, trust, and getting what you want without ever splitting the difference. A former FBI hostage negotiator and the bestselling author of Never Split the Difference, Voss breaks down why most people negotiate badly, how loss aversion quietly runs the room, and why the goal is never to win the moment but to build something that lasts.
He explains:
◼️ Why splitting the difference leaves everyone feeling cheated
◼️ How to catch a liar off guard and then get them to tell the truth
◼️ Why predictability, not charm, is what actually builds trust
◼️ The grocery store move that turns a stranger into an ally
◼️ Why walking away only works when you genuinely mean it
Chapters:
00:00 The Problem With Splitting the Difference
02:23 Why We Overreact to Loss
03:26 The Emotions You're Born With
03:59 Loss Aversion, Jiu Jitsu and the Submission
05:20 Catching Liars in Their Own Web
06:14 How a Polygraph Really Works
08:01 Shu Ha Ri and the Art of Mastery
10:34 Sending Students Into the Wild to Practice
11:15 The Three Commodities in Every Negotiation
12:36 The Broccoli Sprouts Masterclass
13:30 Priming and the Power of Pattern Interrupt
15:10 Why Using Someone's Name Defuses Violence
18:33 The Hardest Part Isn't Catching the Lie
20:25 Short Term Loss vs The Loss That Kills You
22:32 Why Entrepreneurs Make Weak Negotiators
23:18 How to Actually Ask Your Boss for a Raise
26:03 The Hidden Power of Deference
27:21 The Sales Tricks That Have Been Weaponised
29:49 Why Honest Sellers Win More Deals
31:33 Predictability Is Trust in Disguise
33:15 Inside the Black Swan Community
35:47 Buying a Car With Empathy Instead of Ego
37:19 Is Walking Away a Skill or a Bluff?
40:29 Relationships Are Ongoing Negotiations
42:17 Never Be So Sure You'd Miss Something Better
44:50 Cadence, Silence and Sounding Important
46:08 Using Humour to Disarm a Cold Room
48:25 Deactivating Fear Instead of Fighting It
50:10 Negotiation, Dating and the Renewals Process
52:11 Should You Ever Touch During a Negotiation?
53:13 Where to Start If You Want to Get Good
55:35 The 48 Hour Challenge That Will Change Your Day
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