DeepSummary
In this podcast episode, Jordan Peterson interviews Chris Voss, a former FBI hostage negotiator and author, about the art of negotiation. They discuss the importance of listening and understanding the other party's needs and desires in order to reach a mutually beneficial agreement. Voss shares insights from his experience in high-stakes hostage situations and how those principles can be applied in business and personal negotiations.
Voss emphasizes the importance of asking open-ended questions, labeling emotions, and using tactical empathy to create a collaborative environment. He explains how effective negotiation involves finding a solution that exceeds both parties' initial goals and how deception can undermine trust and the durability of any agreement.
Throughout the conversation, Peterson and Voss delve into various negotiation tactics and strategies, such as establishing alternatives, mirroring techniques, and calibrated questions designed to trigger thought processes. They also discuss the role of fear, motivation, and personal values in shaping negotiation outcomes.
Key Episodes Takeaways
- Listen actively and seek to understand the other party's needs, desires, and motivations.
- Ask open-ended questions and use tactical empathy to create a collaborative environment.
- Aim for a solution that exceeds both parties' initial goals and leads to a mutually beneficial outcome.
- Maintain integrity and avoid deception, as it undermines trust and the durability of the agreement.
- Be open to exploring alternatives and expanding your understanding of the situation and potential solutions.
- Establish a joint vision and plot a course forward that both parties are committed to voluntarily.
- View negotiations as an opportunity for a long-term, reciprocal relationship rather than a single transaction.
- Recognize the role of fear, motivation, and personal values in shaping negotiation outcomes.
Top Episodes Quotes
- “Deception is always a bad idea, and my currency is integrity. Now, if you deceive somebody, they're going to find out, and the invitation to deceive in a hostage negotiation world, they're going to tempt us, because, number one, they're better liars than we are anyway. So since they're better at it, they're going to spot it right away. So then you just failed the test. And secondly, they're going to find out and then your credibility is gone.“ by Chris Voss
- “Your goal is to exceed your goal, and that's what you jump into a negotiation with, and that's how you come to better outcomes with people.“ by Chris Voss
- “If you're negotiating with someone, you're trying to find out what they want, and you're honest about what you want, and you're trying to formulate a joint vision and plot a course forward for both of you that you're both very happy about and that you would abide by voluntarily. And if you're very fortunate, that's going to be a long term reciprocal relationship.“ by Jordan Peterson
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Episode Information
The Jordan B. Peterson Podcast
Dr. Jordan B. Peterson
2/22/24
Dr. Jordan Peterson speaks with author, teacher, and prior hostage negotiator Chris Voss. They discuss the necessity of prioritizing needs and wants, how to navigate the job market to fit your best potential, how and why to go after a raise, the primacy of invitational collaboration over compelled, and how Voss succeeded in many real-world hostage negotiations.
Chris Voss has served as the lead international kidnapping negotiator for the Federal Bureau of Investigation (FBI), the hostage negotiation representative for the National Security Council’s Hostage Working Group, and the lead Crisis Negotiator for the NYC division of the FBI. Chris was a member of the New York City Joint Terrorist Task Force for 14 years, 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 has taught business negotiation courses at the University of Southern California, Georgetown University, and Harvard University. He has also guest lectured at Northwestern University and at schools abroad. Currently, Chris works with Insite Security as their Managing Director of the Kidnapping Resolution Practice.
- Links -
2024 tour details can be found here https://jordanbpeterson.com/events
Peterson Academy https://petersonacademy.com/
For Chris Voss:
On Instagram https://www.instagram.com/thefbinegotiator/?hl=en
On X https://twitter.com/fbinegotiator?lang=en
Sign up for Chris Voss’s Newsletter https://www.blackswanltd.com/no-oriented-questions
“Never Split the Difference: Negotiating As If Your Life Depended On It” (book) https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805
Learn to negotiate with the Black Swan Group https://www.blackswanltd.com/