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Chris Voss teaches the art of negotiation.

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LESSON PLAN

• 01 Tactical Empathy

  Chris Voss is a former FBI lead international kidnapping negotiator. Chris believes that successful negotiation is a collaboration of mind and body.

• 02 Mirroring

  One of the simplest and most effective negotiation techniques is mirroring. Chris shows how you can gather vital information in a negotiation and put your counterpart at ease.

• 03 Labeling

  You can use labels to counteract negative emotions in a negotiation or reinforce positive ones to create a better deal.

• 04 Exercise: Mirroring and Labeling

  A conversation about escape room games can lead to insights into someone’s character. Chris uses two key negotiation techniques.

• 05 Mastering Delivery

  The way you say something is more important than the words you choose. Chris shared his top tips for online communication.

• 06 Case Study: Chase Manhattan Bank Robbery

  Three employees were held hostage in 1993 at a Chase Manhattan Bank. Chris shared the tapes of his phone calls with the kidnappers for the first time.

• 07 Body Language & Speech Patterns

  In a negotiation, how people behave and how they say things are more important than what they say. The lesson deals with looking beyond the surface and distinguishing truth from fiction.

• 08 Creating the Illusion of Control

  The person who is talking or the person who is listening have more control in a negotiation. Chris shows you how to gain the upper hand in a negotiation and how to shift the power to your advantage.

• 09 Mock Negotiation: Teenager

  Chris plays the part of a father who doesn’t trust his daughter’s boyfriend because she wants to spend the weekend with him. Chris is trying to get his daughter on his side.

• 10 The Accusations Audit

  When a negotiation starts, there are a lot of feelings in the room. Chris shows you how to use an accusations audit to identify feelings and turn negatives into positives.

• 11 The Value of “No”

  People think the most important word in a negotiation is yes. The opposite is true. Chris tells you why it’s important to say no in order to get your desired outcome.

• 12 Mock Negotiation: Rival

  It’s difficult to reconcile opposing views in a negotiation. Chris shows you how to deal with competing agendas.

• 13 Bending Reality

  Depending on how you frame your case, a negotiation can fail or succeed. Chris shows you how to understand a counterpart’s key emotional drivers in order to make a compelling case.

• 14 Bargaining

  Taking a sledgehammer approach doesn’t have to mean hard bargaining. Chris teaches you how to negotiate.

• 15 Mock Negotiation: Salary

  Chris shows how to get a pay increase. He doesn’t focus the conversation on money.

• 16 Black Swans

  Black swans are important pieces of information that you don’t know about. Chris walks through an FBI case where a black swan was discovered.

• 17 Mock Negotiation: “60 Seconds or She Dies”

  A person is barricaded in a bank with another person. If she dies, he wants a car in 60 seconds. Chris is in a high-stakes negotiation where one wrong move can lead to a deadly outcome.

• 18 The Power of Negotiation

  Chris has a deep motivation for teaching negotiation. Chris believes that negotiation can change your life.