Voss: Collaborative negotiation makes more money faster than cutthroat tactics
Chris Voss · 5 Lessons in Business Negotiation from an FBI Hostage Negotiator · Sep 17, 2025 · at 7:56
Former FBI hostage negotiator Chris Voss explains to Shaan Puri why even purely self-interested business negotiators should prioritize trust over adversarial tactics.
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“If you're the most mercenary person in the world, and the only thing you care about is making money, then that's the fastest, easiest way to make the money.”
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“The urge to correct is so irresistible that we actually use it as one of our negotiation skills. I'll say something wrong on purpose. Because you will not be able to resist the urge to correct me with the truth. And it's a great way for me to trigger getting h…”
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