1: The impulsive boss was known for his “drive-bys.”
Another “urgent, poorly thought out assignment that created a lot of unnecessary work,” former FBI negotiator Chris Voss writes in Never Split the Difference. “Past attempts at any kind of debate created immediate pushback.”
“I think I have a better way” was always interpreted by the boss as “the lazy way.”
It was the end of a long consulting engagement. Thousands of … continue reading
1: Chris Voss and the FBI Crisis Negotiation Unit were stuck.
They were five hours into a negotiation with bank robbers who had taken three hostages at a Chase Bank in Brooklyn.
The year was 1993. The problem? They were limited by the negotiating approach that hostage negotiators were using at the time, Chris writes in Never Split the Difference: Negotiating As If Your Life Depended On It.
“We … continue reading
1: New York City. September 30, 1993. It was a brisk autumn morning. The time was 8:30 AM.
“Two masked bank robbers trigger an alarm as they storm into the Chase Manhattan Bank at Seventh Avenue and Carroll Street in Brooklyn,” Chris Voss writes in Never Split the Difference: Negotiating As If Your Life Depended On It.
Three bank employees are inside: two female tellers and a male security guard. “The robbers crack … continue reading
That is an understandable question, writes FBI hostage negotiator Chris Voss in Never Split the Difference: Negotiating As If Your Life Depended On It.
The answer? Everything.
Because “life is negotiation,” he writes. “The majority of the interactions we have at work and at home are negotiations that boil down to the expression of a simple, animalistic urge: I want.
“I want to free the hostages,” may be relevant only … continue reading
