Christopher Voss

How do you build something coherent and beautiful in real time from almost nothing on that front? I'd love to...

get dinner with Chris Voss.

I think his negotiation approach and framework is one that everybody working in my chair should read and figure out how to interact with at some point.

Anthony Bourdain and Werner Herzog would be right up there as well, especially as a Bay Area I think meeting a food storyteller like that would be tremendous.

So I find a lot of people will withhold information.

So you have to take a few pages from Chris Voss's book, Never Split the Difference, and you have to throw them a bone.

You have to assume the reason they didn't go with it.

Right.

And so the most effective question to do that is just, oh, I'm guessing it's because they were going to charge you a big amount up front or really whatever you want to say.

and human nature is is that they will correct you right if it's not that and they'll say oh no no this is why and so that's how you get information out of people and that's what you know chris voss talks about in his book is that's human nature is to correct people when they're wrong and so most of the time if you throw out a piece of information they will tell you if it's not correct And so that's something Dan could utilize a little bit here.

You know, this guy, he's sharing his experiences.

He's not really withholding information, but that's been the most effective way for me to figure out why they haven't done it.

The hottest podcast in the world.

The Chris Voss Show.

The preeminent podcast with guests so smart you may experience serious brain bleed.

The CEOs, authors, thought leaders, visionaries, and motivators...

Keep your hands, arms, and legs inside the vehicle at all times.

Because you're about to go on a monster education rollercoaster with your brain.

Now, here's your host, Chris Voss.

Hey, I'm Chris Voss here from TheEcoFossShow.com. Ladies and gentlemen, ladies and gentlemen, that makes it official.

So he did talk about the bank robbery.

This is Chris Voss.

But he also talked about... an airline experience where you're lined up at the counter and people are in stressful situations, he always says, hey, my name's Chris.

And he makes sure that there's an interpersonal relationship.

I've read it literally a dozen times.

Never Split the Difference by Chris Voss.

phenomenal book, book on tactical empathy.

And what I love about that book is that it's not based on soft science, it's hard science.

So I would start there.

And then as you're going down that path, if you're a business owner and you want to apply some of those things into more of a team setting rather than just to the outside world that you transact with, Ego Authority Failure by Derek Watt.

He's actually a team member on Chris Voss's community.

And then beyond that, if you want to get into a little bit more boring books that are still very practical, but just harder reads, Spin Selling by Neil Rachman, I recommend to everybody.

His definition is probably a pretty good one.

Chris Voss, who wrote Never Split the Difference, he describes it as tactical empathy.

And maybe listen to his definition of tactical empathy, which he's given a million times on various podcasts and things like that.

But basically, yeah, you need to build rapport with the business owner.

Chris Vaughn?

Chris Voss.

Chris Voss.

Chris Voss.

Yeah.

Or the episode before that, [laughs] which was with a guy-