What if everything you know about negotiating is wrong?

In Episode 28 of the CUES Podcast, we explore what it takes to be more effective negotiators. A couple weeks ago, I had a conversation with Chris Voss, former FBI Lead international kidnapping and hostage negotiator and CEO of the Black Swan Group.

In addition, Chris Voss, along with business writer, Tahl Raz, recently authored the book Never Split the Difference: Negotiating as If Your Life Depended on It.

“The real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into just about any scenario you can imagine.”

continue reading »