I'm Chris Voss. I've worked over 150 international kidnapping negotiations for the FBI. Now I provide negotiation training to Fortune 500 companies. A year ago, I answered your questions about my book "Never Split The Difference" and now I'm back ...
Hi again Reddit! I’m Chris Voss, the founder and CEO of [The Black Swan Group](blackswanltd.com), a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. You may remember me from last year.
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. I’ve also lectured at other schools including Georgetown University’s McDonough School of Business, 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.
On May 17th of 2016, my first book “Never Split The Difference” was published, distilling 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. It’s now being published in 14 languages by 15 international publishers for 20 countries around the world.
Seriously, I was blown away and really grateful for all the attention the book received. It’s become a national bestseller, was listed as one of the best business books of 2016, and has been called one of the seven best negotiation books ever written on Inc. I hit the front page of Reddit, chatted at Google, spoke on some great podcasts, had more than 1.5 million page views on Quora, and was featured in some great press.
The book's readers used its lessons not just to make more money, but to improve their relationships with others and their lives as a whole.
But my core message from the book still stands… 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