I’m Chris Voss. I've worked over 150 international kidnapping negotiations for the FBI. Now I provide negotiation training to Fortune 500 companies. My first book "Never Split The Difference" is out this week from HarperBusiness.
Hi Reddit! I’m Chris Voss, the founder and CEO of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Rooted in hostage negotiation, my methodology centers around “Black Swans” small pieces of information that have a huge effect on an outcome. I currently teach at the University of Southern California’s Marshall School of Business and Georgetown University’s McDonough School of Business. I’ve also lectured at other schools including Harvard Law School the MIT Sloan School of Management, and Northwestern University’s Kellogg School of Management. I’ve been a guest on CNN and Fox News, and I’ve appeared on The Daily Show, Anderson Cooper 360, and NPR.
Before all of these fun things, I was the lead international kidnapping negotiator for the FBI, where I tried out all kinds of new approaches in negotiation. I was involved in more than 150 international kidnapping cases in my over two decades with the FBI, and I learned that hostage negotiation is more or less a business transaction. Just this week I released a book called Never Split the Difference, where I distill the skills I've gathered over my career into usable tips that will give the reader the competitive edge in any discussion—whether in the boardroom, at the dinner table, or at the car dealership.
Everything we’ve previously been taught about negotiation is wrong: you 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 ideas—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested rules FBI agents use to talk criminals and hostage-takers around the world into (or out of) just about any imaginable scenario.
Ask me about how men and women negotiate differently, how to navigate sticky family situations, negotiating as a parent, advice for recent graduates, stories from my time in the FBI, or even how to get past a bouncer into a busy club. AMA!
You can also learn more about me at www.blackswanltd.com
Thank you everyone! Thank you for taking the time to interact with me! It's been fun to be on here! Please feel free to check out the book or my website. www.blackswanltd.com. All the best!