Sales · Library course
Never Split the Difference: Chris Voss's FBI Negotiation Tactics
The FBI's hostage-negotiation playbook, applied to the conversations you can't afford to lose: renewals, raises, tough vendors, difficult teammates.
- Intermediate
- 9 lessons
- 1 h 2 min to complete
7-day preview, no card needed. The course is in the library the day your academy goes live.
Sales
What it covers
What your people will learn.
- Sales
For 24 years, Chris Voss was the FBI's lead international kidnapping negotiator. His method comes down to one shift: read the emotion behind every 'no', and you steer the outcome.
Most advice says stay rational and split the difference. Voss's results came from doing neither. This course teaches the method honestly: what each technique is, why it works on people, and where it stops working, including the early misses that taught Voss its limits.
Negotiation is not an act of battle; it's a process of discovery., Chris Voss
Get this right and the conversations you dread change shape: the renewal, the raise you keep putting off, the vendor who always wins.
Who it's for
Founders & operators: renewals, raises, and vendor deals you handle yourself.
Coaches & consultants: high-stakes client and pricing conversations.
Managers: tough team talks where the relationship matters.
The lessons
9 lessons, in order.
About 1 h 2 min to complete. Add the course and every lesson is yours to publish as it is, or to edit.
- Why Empathy Beats Reason6 min
- Labels and Mirrors6 min
- Triggering \"That's Right\"6 min
- The Accusation Audit6 min
- The Power of No and Calibrated Questions8 min
- Three Negotiator Types7 min
- Black Swans and Normative Leverage9 min
- The Ackerman Model6 min
- The Full Conversation8 min
In your academy
A starting point, not a rental.
A library course works like any course you publish. Add it, make it yours, and your people see it as one of your own.
- 1
One click
Add it to your academy
Find the course in the library, press Add, and it's in your catalog. Publish it as it is, or shape it first.
- 2
Your brand
Rebrand it, edit it
It sits on your domain, in your colours. Change any word yourself, or ask the assistant for your wording, your examples and your policies.
- 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
Other Sales courses your academy opens with. The library holds 150+ across eight tracks.
Explore the library
Questions
Questions about library courses.
The short ones are here. For anything else, ask below.
Rather talk it through?
Thirty minutes with the team. Bring your material and we'll show you what it becomes.
Book a callYes. Over 150 finished business courses are in the library the day your academy goes live, and adding one to your catalog is a single click. Once you publish it, it counts toward your plan's courses like any course you publish.
Start with one topic.
Give us your website and we’ll start from what you already teach, in your colours. Your first course is on us.
7-day preview, no card needed. Or have us build it.