211: Chris Voss | Master Negotiator (12 Days of Christmas Best of Show replays)

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Welcome to the Work Hard Play Hard 12 Days of Christmas countdown! We’re approaching the end of the year and getting focused on our goals and what we want to do in 2020, so I’m replaying the interviews that I think have had the most impact. 

This is a replay of my episode with master negotiator Chris Voss. Chris is the founder of Black Swan, a company specializing in negotiation services and training and one incredible guy, with over two decades in a career as an FBI hostage + crisis negotiator. His book, Never Split The Difference, is full of negotiation strategies that can be used in all types of scenarios, from work to home. 

In This Conversation We Cover: 

  • [3:35] What it was like for Chris growing up
  • [6:18] Why Chris chose to become a police officer 
  • [8:08] The decision to be an FBI agent
  • [10:45] Moving towards the hostage negotiation field 
  • [14:12] Chris commanding his first bank robbery + how you can use those techniques in your day to day
  • [19:36] The spike in suicide in the news
  • [21:30] The difference between “you’re right” and “that’s right”
  • [25:14] Creating tone in conversations 
  • [32:37] What emotional intelligence is 
  • [35:39] The “how am I supposed to do that” strategy 
  • [38:04] How Chris tells people what he does/did
  • [39:45] People that have impacted Chris
  • [42:36] Play hard with Chris Voss  
  • [48:46] Rapid fire 

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Hi, I’m Rob!

Hi, I’m Rob! It has been said “You are not what you have learned, but what you’ve overcome.”


I have overcome my share of obstacles in order to architect the life of my dreams and uncover the key to lasting, meaningful success. Growing up in Queens (literally on the wrong side of the tracks), my early years were tumultuous, marked by hardship and violence.

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