Sales · Library course

Never Split the Difference: Chris Voss's FBI Negotiation Tactics

The FBI's hostage-negotiation method, worked on the conversations you handle yourself: renewals, raises, supplier pricing and the talks you keep putting off.

  • Intermediate
  • 22 lessons
  • 49 min to complete
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What it covers

What your people will learn.

  • Sales

Chris Voss spent 24 years in the FBI's Crisis Negotiation Unit and was its chief international kidnapping negotiator. His method rests on one move: read the emotion holding up the other side's position, say it back accurately, and the position moves.

Most negotiation advice tells you to stay rational and meet in the middle. The FBI rebuilt its own method after force and logic failed against entrenched positions, and what replaced them was listening in a specific order.

This course teaches the moves one at a time and makes you use them. Labels, mirrors, the summary that earns "that's right", the accusation audit, no-oriented and calibrated questions, the three counterpart types, hidden information, and the bargaining sequence for a price. It also says where each one stops working, including against a counterpart who has read the book.

Who it's for

Founders and operators: renewals, raises and supplier deals you handle yourself.

Coaches and consultants: pricing and scope conversations with clients you want to keep.

Managers: difficult conversations where the working relationship has to survive.

The lessons

22 lessons, in order.

About 49 min to complete. Add the course and every lesson is yours to publish as it is, or to edit.

  1. Why Empathy Beats Reason1 min
  2. Name the Emotion Out Loud1 min
  3. Mirror the Last Words1 min
  4. Label Six Live Lines6 min
  5. Hear Leah Out on the Numbers4 min
  6. Get Them to Say That's Right1 min
  7. Summarize Until They Confirm1 min
  8. The Accusation Audit2 min
  9. Open a Tense Renewal4 min
  10. Tell Leah the Integration Is Late4 min
  11. The Power of No and Calibrated Questions1 min
  12. Three Negotiator Types1 min
  13. Explain the Silence3 min
  14. Steer the Board Deadline With Leah4 min
  15. Black Swans1 min
  16. Normative Leverage1 min
  17. The Ackerman Model1 min
  18. Price the Vendor Contract4 min
  19. Where These Techniques Stop Working1 min
  20. The Full Conversation1 min
  21. Run It on One Real Conversation2 min
  22. Settle the Second Year With Leah4 min

In your academy

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    Your brand

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  3. 3

    Practice

    Practice and the tutor come with it

    Type / in any lesson to add practice, from explain it back to drills and scenarios. Your people can ask the AI tutor about any lesson.

On the same shelf

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