Chris Voss: FBI Hostage Negotiator | Lex Fridman Podcast #364

Chris Voss is a former FBI hostage and crisis negotiator and author of Never Split the Difference: Negotiating As If Your Life Depended On It. Please support this podcast by checking out our sponsors:
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EPISODE LINKS:
Chris's Instagram: https://instagram.com/thefbinegotiator
Chris's Twitter: https://twitter.com/fbinegotiator
Chris's Website: https://blackswanltd.com
Chris's Masterclass: https://masterclass.com/classes/chris-voss-teaches-the-art-of-negotiation
Never Split the Difference (book): https://amzn.to/3J5scNC

PODCAST INFO:
Podcast website: https://lexfridman.com/podcast
Apple Podcasts: https://apple.co/2lwqZIr
Spotify: https://spoti.fi/2nEwCF8
RSS: https://lexfridman.com/feed/podcast/
Full episodes playlist: https://www.youtube.com/playlist?list=PLrAXtmErZgOdP_8GztsuKi9nrraNbKKp4
Clips playlist: https://www.youtube.com/playlist?list=PLrAXtmErZgOeciFP3CBCIEElOJeitOr41

OUTLINE:
0:00 - Introduction
0:59 - Negotiation
6:50 - Reason vs Emotion
21:45 - How to listen
30:35 - Negotiation with terrorists
32:43 - Brittney Griner
34:21 - Putin and Zelenskyy
41:41 - Donald Trump
48:52 - When to walk away
53:06 - Israel and Palestine
1:00:45 - Al-Qaeda
1:06:15 - Three voices of negotiation
1:14:40 - Strategic umbrage
1:17:46 - Mirroring
1:20:57 - Labeling
1:28:24 - Exhaustion
1:30:38 - The word "fair"
1:33:34 - Closing the deal
1:35:32 - Manipulation and lying
1:37:26 - Conversation vs Negotiation
1:48:45 - The 7-38-55 Rule
1:52:45 - Chatbots
2:02:07 - War
2:03:39 - Advice for young people

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