An FBI Negotiator’s Secret to Winning Any Exchange | Inc.
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- Опубліковано 6 січ 2019
- Christopher Voss created his company Black Swan based on the skills learned as a negotiator in hostage situations.
#FBI #Negotiation #Conference
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Havana on trumpet
@Migueldj1980 Talavera what has to be true in order for that to happen?
@@RichLuciano1
FALSE: Canada is NOT the only country that grants citizenship to persons born there !!!
See: duckduckgo.com/?q=countries+that+automatically+give+citizenship+to+those+born+there&t=h_&ia=web
"Citizenship upon birth is a right that is also known as 'jus soli', which is Latin for 'right of soil'."
"According to a report by the Center of Immigration Studies in 2010, there are 30 countries around the world offering citizenship upon birth."
". . . most countries in South America practice the same right, although no European country is known to apply such law. "
". . . Pakistan, Malaysia, and Cambodia grant citizenship upon birth."
"lex soli" requires that at least one parent is a citizen or permanent resident to the country, or was born in the same country.
Some European countries apply "lex soli" rules, such as the UK, France, Germany, Ireland, as well as Australia and New Zealand,
among others in response to what is considered misuse i.e., women entering a country, pregnant, but not disclosing the pregnancy
during entry giving some other reason for why they are immigrating.
In those countries that had "jus soli" (right of soil) citizenship then these mothers would give birth for free in those countries that
had such benefits.
This was considered unfair by the natives and they moved to "lex soli".
Under lex soli, the birth expenses will be born by the pregnant woman.
"The following countries offer jus soli: Antigua and Barbuda, Argentina, Barbados, Belize, Bolivia, Brazil, Cambodia, Canada, Chile,
Colombia, Costa Rica, Dominica, Ecuador, Al Salvador, Fiji, Grenada, Guatemala, Guyana, Honduras, Jamaica, Lesotho, Malaysia,
Mexico, Nicaragua, Pakistan, Panama, Paraguay, Peru, Saint Kitts and Nevis, Saint Lucia, Saint Vincent and the Grenadines,
Trinidad and Tobago, Tuvalu, United States, Uruguay, and Venezuela." This man made a completely false, incomplete and purposefully
misleading statement to capture his Ted audience.
To what end?
To gain false credibility?
To get you to say "yes"?
To make himself sound like an "authority"?
Sounds like a used car saleman.
@@AEON.
To all: just ignore this troll.
S SS : The quote was "developed countries"; perhaps he doesn't feel countries you mentioned developed? Just sayin.
The tricks I got out of this was:
* Business people prefer saying "no" rather than "yes". We've become jaded about sales people trying to bait us into saying "yes" - but we feel in control when saying ”no”.
So when inviting a celebrity to your event you might say "Would it be ridiculous if you came to speak at my event?".
When asking for something from your boss you can ask "Do you want me to fail?".
* When negotiating make the other party smile or laugh. Happiness can improve decision making skills. Endorphins or some shit that will make you more open and not locked into a decision.
* Begin your argument by laying out your view of the problem, and how you could provide a solution - in a way that aligns with the perspective of the person you're talking to.
You must make them feel like you really "get" the problem and aren't wasting their time.
Don't start with "I understand", that can feel hollow.
The example he used was at 10:00
* "you're right" is something we often say to when they surrender and just wanna get an annoying person off their back. But "That's right" is more sincere and means they actually agree with a point.
Thank you. Just watched the whole thing and these are the only things of substance the guy has shared with us.
Sir, if your career revolves around negotiating I implore you to disregard his anecdotal evidence at best, and outright lies at worst.
@BenRangel: You've put in a lot of time and you've clearly made great effort to accurately summarize the points made.
I'm afraid you're not quite right on this one:
"* Begin your argument by laying out your view of the problem, and how you could provide a solution - in a way that aligns with the perspective of the person you're talking to."
You'll first want to set aside your argument in favor of understanding the other side. "Seek first to understand, then be understood." More accurately, Voss says DEMONSTRATE understanding to be understood. So he teaches to articulate the other side's point of view of the situation (using mirrors and labels to pull out info), and summarizing or paraphrasing what you've learned to get a 'that's right' out of the other side. Until that's done, the other side is extremely closed off to your input, and in fact, they feel like you're in it just for yourself and avoiding trying to understand their side keeps them feeling like, 'What's the catch? What are they really after here?' It's the reason why most salespeople come off so damn pushy -- because they don't care whether their product or service really fits your needs, they THINK it'll help in some manner but is it really the best fit for your needs..? That's exactly why we usually walk away from that type of person.
Demonstrate you understand them to get a 'that's right'/'exactly'/etc before moving on to your ask/point of view.
@@maverickg1740 Without writing a novel, he's accurately identified the problem as almost all negotiators have from the beginning of time. Put simply, you don't have the threat of prison and the FBI behind you. So his weak point is actually finding the motivating principles behind the counterparties decision making. People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions, and help them throw rocks at their enemies.
End of story. it's that simple.
@@CobraAquinas His negotiation strategies still apply when the FBI and prison can't be used as an asset. He's coached family members of kidnapping victims to negotiate ransom. And using his strategies, cut the ransom down significantly ($50,000 down to $1,743 and a stero CD-player in one case) and still leave the kidnapper satisfied. His book "Never Split the Difference" covers how to appeal to the things that motivate people very well.
The secret is a guy on the rooftop with a Remington 700.
I swear I've seen about 30 other comments stating something similar and I realize how fucking gullible I am. You're literally correct and I hate myself for not seeing it earlier this book, and it's dumb tactics cost me quite a bit of money.
@@CobraAquinas Don’t throw the baby out with the bath water, but yes, leverage is 95% of it 😂
😂😂😂😂😂
🎯
All negotiations come down to who gets what. Everyone has to win at some level.
This man basically made the audience give him a standing ovation at the end hahah
This is what makes him a great business man. He was in control the whole time.
Wow. Treat people with so much respect that no matter the outcome they would speak to you again. Damn. This was really something else. I did not expect this. Thank you!!!
What if someone don't deserve respect?
I came out of this video feeling like an expert negotiator had just given me the most important pearls from decades of study and experience in the topic.
Scroll down to the comments and see people tearing this guy to bits.
...
Did we watch different videos? What? I haven't even taken *notes* on any speech in months, and this guy had me breaking out the frggin' legal pad. Pure gold.
They know they will accomplish little if anything, easier to tear someone down
He was brilliant an my view, and thinking about it I would really think he gave some really good observations and no doubt he's really good.
I agree, there's some very thick people leaving comments on here. They probably forgot to turn the sound on, is all.
As one comedian said, think about how dumb the average person is. Then realize that half of them are dumber than that.
I really enjoyed it as well. I took away a number of tools, hence I found myself asking the same question. The end was priceless. I laughed my ass off.
That was a really good Christopher Walkin impersonation.
The final lesson was how to always get a standing ovation. Tell everyone to stand 30 seconds before you finish lol
Thank you Brian! This made me laugh so hard!
"Everybody that you deal with regardless of how much they get out of it, should be willing to say to you after the negotiation, yeah. I'd talk to you again, I feel respected by you."
Black Swan held me hostage for 33 odd minutes. Thank you 🤙🏻
In sales this works. Respect the customer, show empathy and connect with them so they always come back to you . By doing this you will make lots of money
Dave Gill I care about people. I’m part of the 99%
Dave Gill I’m not related to the 1%
I use this all the time and it works more often than “getting to yes” and other negotiation techniques. This + Robert Cialdini = Success
Chris Voss is the real deal negotiator. His book "Never Split the Difference" is a great read and real life tool.
This guy just negotiated a standing ovation to his speech which had close to no analytical or research material at all
I think that's the whole point he was trying to make....
Bryan Smith - You watch too much tv
You don't spend much time in the real world do you? Sure, there are no citations at the end, but most of what he is saying (albeit theory) has some decent research behind it. I think you saw the FBI part and an immediate state of distrust overcame your cognition. Watch it again, this time with a positive state of mind....
He's one of the most effective coaches I have ever hired.
lmao... almost..."textbook..."
"Never be too sure of what you want that you won't take something better." - Chris Voss.
I wanted this video. Now I realize there are a huge number of better ones. Byeeee...
Critical point.
Lot of folks dissing this dope video. That exchange with the Dad was sick. "How you gonna help me?" ---> "Tell me what you want me to do.". What an alpha.
"How are you going to help me?!"
"Yes"
What are you gonna do for me? Give me sumthin...
42.
You guys are pros. I was involved in a recovery of a missing person in South America. You guys have blown my mind with speed and intelligence.
It's amazing to see how different human behaviors are so easy to spot for these men. Practice, practice, practice is how you get good!
You guys that are criticizing this man are missing the main point he is trying to make , and that is letting the other person know you understand their problem. people dont give a phuck about your credentials and resume , they want to know if you can solve their problem point blank
I suggest that the "Point Missed" is that this is an entertainment video. Content is essentially unimportant. The guy is not pleasant to watch, inviting, clever, self-confident, and in many many spots just plain difficult to understand. The guy may (may!) Be an expert negotiator. There are thousands of them. Nearly all trained using he FBI standards. None of that makes him a good presenter.
Consider the opening. Walk on stage, shake hands with someone, don't say a word nor introduce yourself, just start looking up and mumbling, interfering with what we should apparently be focusing on. That's not what Dr Shrank taught us in speech 101. Thanks - Lumpy
@@CraigLumpyLemke there aren't thousands of him, though. He was lead negotiator. That position isn't just handed out. Most of what you said about him is your opinion and you are more than welcomed to it. I saw a man who was content with himself, his perceived shortcomings, and is still winning in his chosen profession. If what he's teaching works for him, especially with your pointed opinions of him, shouldn't that make his tactics even more effective for an eloquently spoken person such as yourself?
@@LordHollow You missed it. Is he a good negotiator? Probably. Is he a good presenter, absolutely not. Zat simple. Thanks - Lumpy
@@CraigLumpyLemke Again: a matter of opinion. Take care.
@@LordHollow Everything on UA-cam is a "Matter of opinion". But consider what you're suggesting. Because someone is a great brain surgeon, negotiator, flute player, anything...That does not make him a great presenter. He's not the "FBI Presenter". He's an FBI negotiator. Not as much a "Matter of opinion" as it is a matter of "What makes more sense". Thanks - Lumpy
His book, Never Split the Difference, is the truth. Listen to it almost everyday.
Excellent advice well presented. "Never be so sure about what you want that you wouldn't take something better." And of course, the whole respect aspect, most people don't get that these day, incredible. Thank you!
Brilliant. The counterintuitive process of getting to no was in invaluable.
Last part of his speech was incredible advice. Thanks Chris.
This is a real character that Christopher Walken could play.
This guy has almost perfect combination of confidence, arrogance, and self irony. And competence obvs.
He got the audience to give him a standing ovation. Pretty slick. Assistant, grab a photo of that for my portfolio. Thanks.
There’s good information about using empathy tactically to push a negotiation to your favor. I think many people are annoyed that he’s telling a story, but it also shows how he’s implementing his tactics
I bet this guy does the best Christopher Walken impression
I think, Christopher Walken, have been making an impression, og this guy All along 😂
Don't let the hate in the comments prevent you from watching this, its entertaining and insightful.
The best Al Pacino impression in the bureau
WOW! While I was watching this video, my wife walked in and I used the tactic he had just mentioned and it worked - instantly!! Last night, my wife had asked me if I could run an errand for her today. I said yes, and then I added, "will you go with me?" and she promptly said no. She said no because the reason she was asking me to do it was because she didn't have time. So, this morning - as I'm watching this - she walks in and reminds me to go. I then said, "I'll go but I'd love it if you'd come with me." She said, "No... don't have time." Suddenly, I thought about what I just heard Christopher say - literally 10 seconds earlier, and I rephased the question!
I re-worded the question and asked, "Would it be ridiculous if you went?" She looked at me funny, because it was a bit of a weird thing to say... and she squinted her eyes and said, "No." And then I said, "well, if it wouldn't be ridiculous, why don't you come?" And she said, "OKAY!"
Shhh... now I have to make sure she never sees this comment because I might end up doing this a lot!
Jonathan C sounds like an honest woman!
Lol she was not annoyed because you asked so many times
Jonathan C what tactic? I’m still waiting for one...
Humility is a powerful way to connect with people, demonstrated very well at the end. Well done!
INDEED! ♥️♥️♥️
But many people are not getting him what he's wanting to convey...🤣
Great talk. Absolutely worth listening to again.
I don't wanna sound cliché, but wow! No, no, no sequence eye-opener. 'See-through the eyes of your counterpart', apparent yet again eye-opener.Thank you, sir.
That was an amazing presentation. It didn't feel like I was watching this video for over 30 minutes. I took a lot away from this and felt like this video came to me (via YT suggestions) at the right time. Thank you
So this is the man who always gets the best car deal in town
Does he ever pay full price for anything? 🤣
You should hear about the salsa red Toyota
I was so blessed listening to this man, this video is part of the recommended online articles for my MBA class regarding entrepreneurship - being able to negotiate. Seems some people are not in tandem with the guy's intellectual capacity. Why the negative comments?
The information he shares are so simple that it couldn’t be possible it will work. I used the example of “ Tell me what you want” and make them feel like they want to deal with you again. Is what I used with my daughter and now we are heading towards a stronger relationship that will allow more time spent together, once I demonstrate the changes she seeks.
After watching this video, I instantaneously clicked "bookmark" in my browser. I will view it again and again for inspiration.
love the ending, what a great presenter and a stand up guy
Chris Voss changed the way I deal with people
♥️♥️♥️✌️
I bet this guy does a great Christopher Walken impression.
This guy is super calm.
You don’t get what you deserve, you get what you negotiate
Take a golden nugget of knowledge from everyone you listen to, leave the distractions behind, All people make mistakes when they do presentations and say things out of nervousness. The challenge is quite easy, send your critique along with your link to a video of you doing a presentation and then let any viewer spew anything they please.... waiting. lol
Christopher Voss could play one hell of a Bond villain.
A Bond villain
That's one way to get a standing ovation
LOVE THIS! Huge fan Chris! I actually had your son Brandon on my podcast talking about negotiating not all that long ago. Keep up the amazing work mate! LOVE IT!
I am surprised by so many negative comments. I thought this was a great presentation. These insights can be used to manipulate any negotiations.
I laughed my ass off at the end. That was great. Thanks for the tools.
Edit. I also went to Bkack Swan and signed up.
Same here
Bad Alice I wasn’t looking for a comedy act. I was looking for the secret. I’m from Iowa too..,town of 500.
@@thechariotcard did you find it?
The secret is and it is used in sales. Respect the customer, show empathy, have an emotional connection, keep them coming back to you
I can’t think about how many times I agreed with a person just to shut them up
You're right
@@Kyrelel LOL
So true
I'm that person who keeps throwing facts at another person until they're either so angry or so bored that they agree with me. It's worked pretty well for me as I'm now their supervisor.
@@Treddian It's because you live in reality.
So; interesting, funny and true. " Use empathy "...respect and appreciated, thank you.
8:31 min ... "It's not an unfair question to ask."
9:08 min ...
9:30 min ...
14:01 min ... "... see if you agree with how it's done." ... Chris Voss seems to be wise and clever.
Thank you Chris Voss, FBI negotiators, and Inc for sharing this yt video, from Australia, Eleonora.
I got an ad for his MasterClass right before this video
That ad is awesome lol
Masterclass is the shit. Absolutely worth saving up for the all access pass.
Before this video
Ah! The Negotiator
-Best general grevious quote
This was so awesome, thanks for sharing! much love
He did a good job and he's very funny. Haiti loves you Chris Voss you should come and visit sometimes🇭🇹
Just waiting for this guy to say, "But I do have are a very particular set of skills.."
hahahhahahaha "good luck"
I feel like the majority of this presentation was him talking about himself rather than providing any secrets.
Yes, we watched a 30 minute infomercial.
Everybody: That's right!
Me: Looking forward to doing business with you again.
Would you watch any tips from some random guy?
Maybe you need to listen again. Chris Voss is the best. He's one if the most powerful negotiators and his concepts work.
Sounds like somebody who wishes you could do what he does.
@@pjt3887 Prove it. With actual stats. Not hearsay - or self-promotion.
some summaries,
"you guys know a resume correlates loosely with whether or not you know how to do a job if your resume shows for sure that you could do a job you'd never lose one they'd never be a bad hire they'd never be an employee that didn't work out"
"what I did was I showed him in less than 10 seconds that I saw what he was looking at and I offered the slightest amount of insight into the dynamic
"
"have a good steady process where you treat people with respect and appreciation. use empathy in a positive way not because you're a nice guy, you are, but because it works"
"you're gonna make people feel good about dealing with you so that no matter what the outcome is they'll let you know that after they dealt with you they're willing to continue to deal with you on other projects because they felt respected they felt appreciation"
great guy and great presentation,
but I keep forgetting his tips.
I listened intently to what he was saying and his insights are very helpful
Is this the guy who said, “Noice”
Danny Roberts no LoL that’s Michael Rosen.
Never be so sure of what you want that you wouldn't take something better
I have picked up something on managing the flow, understanding the other party and their point of view.
Also laying the foundations.
What a convoluted (the unwanted kind) message.
The amount of negatives comments is amazing. I guess even if you tell people how the world works on a silver platter most people will be too dense to take anything away from it.His body Language the soft tone of voice making it pleasant to listen to for longer periods of time, the cliff hangers into interesting explanations and finally ended it off with a laugh for you to remember the whole speech was in a positive way. this whole speech was engineered.... not spoken.
People don't like the truth.
People don't like change or truth.
I agree. He's damn good. I think part of the negativity comes either from the fact he's not offering the easy holy grail solutions you usually hear in these talks, or from the fact his whole performance was engineered to hold your attention and keep you there regardless of what you think of it.
I'm getting the impression that a lot of the people commenting here are criminals, and are here for the purpose of trying to figure out how to thwart the FBI, rather than learning how to negotiate.
As for me, not being a criminal myself, I have no reason to hate the FBI. They perform their function (investigating violations of US federal law). So it would make no more sense for me to be prejudiced against FBI agents than it would for me to hate all refrigerator repairmen or all grocery store clerks.
So, the fact that the man in this video happens to be an FBI agent has very little effect on me. I'm more impressed by the principles of negotiation he presents, especially the ideas that the primary thing the negotiator must "sell" isn't his own qualifications (yawn), but rather, what he can do to help the person he's talking to; and the idea that both parties to a negotiation should walk away feeling that they were listened-to, understood, and respected (when that happens, both parties always "win").
It was a great informative presentation with hints of comedy. I enjoyed it.
Brilliant real-world advice. Phrasing the question to where "no" is the positive response. Going to start using this.
yeAH, dont just have "conversations" with people, that's a waste of time. Treat every interaction as a "Negotiation" Play mind games with everyone you meet to get the most out of them!
@@sharpsh00ter619 you can still use this in a very real authentic conversation....even in counseling when someone is reticent to say yes to an intitial sensitive question (b/c of shame etc.) Phrasing the question in this way can help them make progress. It's not just a sales tactic.
Thank you so much for sharing this video. You are amazing
I completely enjoyed beer as well! Great information and thank you.
That tie would end all negotiations
Inyourlap 🤣
Gonna have Negotiations for my salary need to watch this
Chris is the truth! I use these tactics always in business! BSG IS a slick ass name!
GREAT VIDEO! We were talking about this the other day in Houston at his event.
Skip to 17:00 to avoid the blah blah blah
KING
Thanks
Thank you
Thank you from the bottom of my heart random dude🙂🤝
Bless u
Yes “Yes” is a big trap. Chain marketing guys try to apply this trap. I have always said “No” to their question 1. That blows their mind. They basically start with questions like “do you want side income”. They very moment you say “No”, their minds blow away.
Marketing sums this all up.
I'm watching this in the library and Voss almost had me kicked out from laughing at the Anderson Cooper bit at the end.
That was funny....LOL
"Ah yes, the negotiator!"
impressed! I just bought the audible book
Nice. Couldn't help but hearing a bit of Walken in there.
Respect. As nurse I survived war in former Yugoslavia to be quiet.
If I was speaking they had to kill me.
But I want to learn to negotiate.❤
This guy is awesome! Don’t understand the hate. He has helped save numerous hostages, he talks about being empathetic and treating people with decency. His training is very good and based on years of training. And also years of messing up, so he actually has a good system. Call it whatever you want, we are negotiating all day every day with almost every interaction with other human beings. Chris Voss is the real deal.
Happy to see this comment. Masterclass got him to do one of their classes and while I've only seen about 1/4 of it so far, I'm definitely all about noticing this guy is worth his salt.
This was the coolest video yet
Coolest video yet
I was talking about the smile, that sometimes I'm the smile and whether or not you believe that person's baseline smile is genuine or is trying to get you to think better smarter faster, the trick is there if you believe someone smile is not genuine you're already ahead of the game.
You got 30% of your brain working maybe not 31%
That was excellent! Well done.
This guy is all over the place. I learned nothing in 22 mins. I can’t take anymore. Even his voice volume is all over the place.
Never appeal to a man's "better nature." He may not have one. Invoking his self-interest gives you more leverage.
- Robert Heinlein (Time Enough For Love - 1973)
I met Chris in nashville at a conference last year, he's a really smart guy
Excellent amigo. Gracias.
read his book and it was awesome. I highly recommend it.
I have dealt with FBI agents on several occasions for different reasons. They have been very polite , everytime…
Why not? Manners cost nothing and often get results. So, politeness has a very return on investment.
I should have said, a very high return. ;)
A very interesting video. Thanks!
Great info. It is needed in this time of division in America and in the world.
@@JustHappy2bHere Although the news papers, radio and tv stations are owned by only a few billionaires I am not one to blame the media for what it reports. The world is the most literate and educated than ever before. 200 yrs ago most people in America didn't know how to read and there were no radios or televisions. So we had to believe what was told to us. Norm Chumpsky wrote a book called "manufacturing concent." It explains the process of how a government and it's media work together to convence people to go to war. So I understand ur point. My point is that I don't blame the media, I blame the people for believing it. I am responsible for my own life. There are 2 educations that u get in life... the 1st education is the one that's given to u. The 2nd education is the one u pick for ur self (and I don't mean college).
1. Watched the video with the intent of learning how to get that new Switch. 2. Left the video forgetting what I came for and suspicious of people who say 'yes'.
This guy is spot on👍
9 most dangerous words ever spoken *"I'm from the Government and I'm here to help"*
enough said!
Regan was a good speaker, not a good president. How could you trust a president who doesn't trust the ability of his own government?
this is excellent
To summarise this nearly 35 minute video: Get them to say "that's right" even if it's by bringing up something unrelated. Also, it's better to get people to say "no" than "yes" because "yes" carries baggage.
Try that out and see where it gets you, lmao Humans on this earth, and the things we believe.
Not unrelated. By bringing up what the other side is feeling and what they're faced with, from their perspective. It looks like this video was cut up, and this piece was cut out, for whatever reason...
Totally worth listening to. I loved the line "You''d be surprised what people will say no to"
And Yes to, regarding the 3 types. This guy is damn good.
95% will say no no matter what. Just because you framed the conversation wrong. Like an amateure.
I do hate when telemarketers try to do the "Yes" thing. After the Wolf of Wall Street everyone was trying that crap. "Hello sir, do you want to make money?" "Yes. So please let me work. Bye".
Yeah moment someone says anything along those lines my minds thinking "it's going to be a scammer isn't it?"
pòor delivery, good content at the end