The HigherUp Podcast Chris Voss: How To Master the Art of Negotiation | The HigherUp Podcast Ep. 59
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Sep 2, 2025 
Chris Voss, a former FBI hostage negotiator and bestselling author, shares his expertise in negotiation. He discusses the pitfalls of compromise and the power of emotional intelligence, highlighting how feeling heard can resolve conflicts. Voss emphasizes the importance of honesty and humor in negotiations, and suggests strategies for negotiating compensation by understanding employers' perspectives. He also introduces the Black Swan Negotiation Community, which aims to support personal growth and financial success in negotiation.
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Decisions Are Emotional
- Decisions are emotional because people choose based on what they care about, not pure logic.
- Making someone feel heard triggers serotonin and reduces demands during negotiation.
Aim For "That's Right"
- Paraphrase and reflect until the other person says "That's right."
- Use that confirmation to eliminate roughly 30% of disagreements immediately.
Disarm By Naming The Worst
- Call out the other side's worst fears or negatives candidly to disarm them quickly.
- Use bold, overcharacterized negatives to make them feel seen and bring hidden concerns into the open.
