182: Chris Voss: Never Split The Difference, How To Negotiate Like An FBI Agent

My guest in this episode is Chris Voss. Chris is the Founder and
CEO of the Black Swan Group Ltd and author of Never Split The
Difference: Negotiating As If Your Life Depended On It. He has used
his many years of experience in international crisis and
high-stakes negotiations to develop a unique program and team that
applies these globally proven techniques to the business world.
Prior to 2008, Chris was the lead international kidnapping
negotiator for the Federal Bureau of Investigation, as well as the
FBI’s hostage negotiation representative for the National Security
Council’s Hostage Working Group. During his government career, he
also represented the U.S. Government at two (2) international
conferences sponsored by the G-8 as an expert in kidnapping. Prior
to becoming the FBI lead international kidnapping negotiator, Chris
served as the lead Crisis Negotiator for the New York City Division
of the FBI. Chris was a member of the New York City Joint Terrorist
Task Force for 14 years.  He was the case agent on such cases
as TERRSTOP (the Blind Sheikh Case – Sheikh Omar Abdel-Rahman), the
TWA Flight 800 catastrophe and negotiated the surrender of the
first hostage taker to give up in the Chase Manhattan bank robbery
hostage taking. During Chris’s 24 year tenure in the Bureau, he was
trained in the art of negotiation by not only the FBI but Scotland
Yard and Harvard Law School. He is also a recipient of the Attorney
General’s Award for Excellence in Law Enforcement and the FBI
Agents Association Award for Distinguished and Exemplary Service.
Chris currently teaches business negotiation in the MBA program as
an adjunct professor at University of Southern California’s
Marshall School of Business and at Georgetown University’s
McDonough School of Business.  He has taught business
negotiation at Harvard University, guest lectured at The Kellogg
School of Management at Northwestern University, The IMD Business
School in Lausanne, Switzerland and The Goethe School of Business
in Frankfurt, Germany. Since 2009 Chris has also worked with Insite
Security as their Managing Director of the Kidnapping Resolution
Practice. Interview Links: The Black Swan Group

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M.C. Laubscher