Behavior change is hard.
“Consider the typical patient with severe coronary heart disease recovering from open-heart surgery,” Chris Voss writes in Never Split the Difference.
“This surgery isn’t a cure,” the surgeon tells the patient. “The only way to truly prolong your life is to make the following behavior changes . . .”
“Yes, yes, yes, of course, Doctor! This is my second chance. I will change!” the patient … continue reading
1: August 2000. The Philippines. The militant Islamic group Abu Sayyaf announces it has captured a CIA agent.
“The truth was not as newsworthy or as valuable to the rebels,” writes Chris Voss in Never Split the Difference. The Muslim rebels had actually apprehended Jeffrey Schilling, a twenty-four-year-old California native traveling near their base in Jolo Island.
The rebel leader Abu Sabaya announced the ransom amount.
$10 million.… continue reading
1: Marti Evelsizer was the FBI’s Crisis Negotiation Coordinator in Pittsburgh.
She was “a dynamo and a negotiating genius, which earned her huge respect both within the Bureau and with the local police,” writes Chris Voss in his book Never Split the Difference.
The city’s police department’s hostage negotiation team asked her to sit on their selection board for new candidates. It was quite an honor.
The only problem? … continue reading
1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
This week we’ve been exploring ideas and lessons around becoming a better negotiator from Chris Voss, the FBI’s lead hostage negotiator, and his book Never Split the Difference… continue reading
1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
One of my goals for the year is to have deeper, more meaningful conversations with the people I love and care about.
How do we have a great conversation? We … continue reading
1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
Recently, we’ve been exploring how to become a better negotiator, according to FBI lead hostage negotiator Chris Voss in his book Never Split the Difference.
Turns out these … continue reading
1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
“Once people get upset at one another, rational thinking goes out the window,” FBI hostage negotiator Chris Voss tells us in his book Never Split the Difference.
That’s … continue reading
1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
One of my goals for the year is to be intentional about building trust to deepen my relationships with the people I love and care about. My wife. Our … continue reading
1: For six months, the prospect dragged his feet. But now there’s been a major system collapse, and he is under tremendous pressure to fix it.
“Be here by Friday morning, or the deal is off,” he tells Ryan.
Ryan buys an airline ticket for the next day, Thursday. But when he arrives at the Baltimore airport, he discovers there’s been a freak lightning storm. The airport will be closed … continue reading
1: The trial is beginning. The defense attorney rises to give their opening statement.
They begin by mentioning everything their client is accused of. They list out all the weaknesses of their case.
Why?
The technique is called “taking the sting out,” Chris Voss writes in Never Split the Difference: Negotiating As If Your Life Depended On It.
And it applies to more than just the court of law.
To prepare … continue reading
