Reading Time: 3 minutes If you’ve ever searched for the best negotiation strategies or wanted to learn how to close deals like a pro, one name will keep coming up: Chris Voss. A former FBI hostage negotiator, Voss has become a global authority on high-stakes communication. Best known for his groundbreaking book, “Never Split the Difference: Negotiating As If Your Life Depended On It”, Chris Voss has reshaped how people think about negotiation—whether in business, sales, leadership, or personal relationships. In this exclusive interview, we sit down with Chris Voss to uncover the story behind the book, how his FBI techniques translate to boardrooms and sales calls, and what it really means to negotiate with confidence and clarity. Along the way, Voss shares some of his most practical negotiation tips—tools you can start using immediately to influence outcomes and build better relationships. Who Is Chris Voss? Chris Voss is a former FBI agent who served as the lead international kidnapping negotiator, handling some of the most dangerous and complex hostage situations across the globe. Over the course of his career, he developed a deep understanding of human behaviour under pressure, the science of influence, and how to reach agreements when the stakes are life and death. After retiring from the FBI, Voss founded The Black Swan Group, a negotiation consulting and training firm that now works with Fortune 500 companies, start-ups, sales teams, law enforcement, and individuals seeking to improve their persuasion and influence skills. Today, Voss is not just a negotiation expert—he’s a best-selling author, keynote speaker, and advisor to some of the world’s top-performing businesses. His expertise is regularly featured in outlets like Harvard Business Review, Forbes, and The Wall Street Journal. About the Book: Never Split the Difference First published in 2016, “Never Split the Difference” quickly became one of the most talked-about business books of the decade. Co-authored with Tahl Raz, the book distils Voss’s real-world negotiation tactics into simple, actionable strategies that anyone can use. Rather than rely on compromise or logic alone, Voss teaches readers how to use what he calls tactical empathy—a technique that focuses on emotional intelligence, deep listening, and behavioural cues to navigate difficult conversations and secure better outcomes. The book introduces now-famous methods such as: Mirroring: subtly repeating words and phrases to build rapport Labeling: identifying and validating the emotions of the other party Calibrated questions: open-ended, “how” and “what” questions that keep conversations moving forward The Ackerman Model: a structured, psychological approach to making offers and counter-offers How Chris Voss Is Changing the Way the World Negotiates Since the release of Never Split the Difference, Chris Voss has become a go-to figure for professionals who want to upskill in negotiation—especially in high-pressure or high-value environments. From sales teams trying to close complex deals, to CEOs navigating partnerships, to everyday people negotiating salary increases, his tools are being used everywhere. Voss believes negotiation isn’t about being aggressive or dominant—it’s about being curious, controlled, and empathetic. As he puts it: “The person with the most power in any negotiation is the one who’s most comfortable with silence.” Through his company, The Black Swan Group, Voss now runs negotiation workshops, coaching programmes, and corporate training events globally. His techniques are not theoretical—they’re tested in life-or-death situations and proven in high-stakes business environments. What You’ll Learn in This Interview In our in-depth conversation with Chris Voss, we explore: The origin of Never Split the Difference and what inspired him to write it How FBI hostage negotiation techniques apply directly to the business world The psychological principles that underpin successful negotiation Common mistakes people make in business negotiations Chris’s top negotiation tips you can start using today Whether you’re in sales, leadership, customer success, recruitment, or simply want to be more persuasive in everyday life, this interview offers a masterclass in negotiation from one of the world’s most respected experts. Why Chris Voss Matters Today In an age where AI is writing emails, decisions are being made faster than ever, and personal connection is becoming rarer in business, Chris Voss’s approach to human, emotional, trust-based negotiation is more relevant than ever. His book has sold millions of copies, his training has transformed teams around the world, and his mission is clear: to help people become more capable, more confident, and more compassionate negotiators—no matter what’s at stake. Aaron Evans 19 October 2022 Share : URL has been copied successfully!