MasterClass

Chris Voss Teaches The Art Of Negotiation

As an FBI hostage negotiator, Chris Voss persuaded terrorists, bank robbers, and kidnappers to see things his way. Now hes teaching you his field-tested strategies to help you in everyday negotiations, whether youre aiming to improve your salary, the service you receive, or your relationships. Get stronger communication skills, game-changing insights into human nature, and more of what you want out of life.

Where to Watch MasterClass • Chris Voss Teaches The Art Of Negotiation

18 Episodes

Tactical Empathy
E1
Tactical EmpathyMeet your new instructor: former FBI lead international kidnapping negotiator Chris Voss. While many believe that negotiation is a battle, Chris sees successful negotiation as a collaboration rooted in empathy.
Mirroring
E2
MirroringMirroring is one of the most simple yet effective techniques in any negotiator’s repertoire. Through simple repetition, Chris demonstrates how you can gather vital information in a negotiation and put your counterpart at ease.
Labeling
E3
LabelingLearn how you can use labels—verbal observations of feelings—to neutralize negative emotions in a negotiation or reinforce positive ones to create a better deal.
Exercise: Mirroring and Labeling
E4
Exercise: Mirroring and LabelingHow does a conversation about escape room games lead to deep insights into someone’s character? Chris demonstrates how by using two key negotiation techniques: mirroring and labeling.
Mastering Delivery
E5
Mastering DeliveryThe way you say something during a negotiation is as important as the words you choose. Chris explores how you can use tone and inflection to your advantage and shares his top tips for online communication.
Case Study: Chase Manhattan Bank Robbery
E6
Case Study: Chase Manhattan Bank RobberyIn 1993, two men held three employees hostage at a Chase Manhattan Bank in Brooklyn. Hear Chris’s techniques in action as he shares for the first time the tape recordings of his phone calls with the kidnappers.
Body Language & Speech Patterns
E7
Body Language & Speech PatternsHow people behave and how they say things can be much more insightful in a negotiation than what they say. This lesson is about looking beyond the surface and distinguishing truth from fiction.
Creating the Illusion of Control
E8
Creating the Illusion of ControlWho has more control in a negotiation: the person who’s talking or the person who’s listening? Chris lets you in on the secret to gaining the upper hand in a negotiation and explains how you can shift the power dynamic to your advantage.
Mock Negotiation: Teenager
E9
Mock Negotiation: TeenagerChris plays the part of a father whose teenage daughter wants to spend the weekend with her boyfriend at his parents’ vacation home; he doesn’t trust the boyfriend. Chris demonstrates techniques to get his “daughter” on his side.
The Accusations Audit
E10
The Accusations AuditThere are often a lot of feelings in the room when a negotiation starts. Chris teaches you how to use an accusations audit as a means of identifying these feelings and turning negatives into positives.
The Value of "No"
E11
The Value of "No"Most people think the most important word in a negotiation is “yes.” In fact, the opposite is true. Chris tells you why “no” can be the pivotal word that gets you to your desired outcome.
Mock Negotiation: Rival
E12
Mock Negotiation: RivalThe hardest thing to reconcile in a negotiation is opposing views. Chris shows you how to handle competing agendas without alienating the other side.
Bending Reality
E13
Bending RealityA negotiation can succeed or fail depending on how you frame your case. Chris walks you through the subtle art of perspective and how to understand a counterpart’s key emotional drivers in order to make a compelling case.
Bargaining
E14
BargainingHard bargaining doesn’t have to mean taking a sledgehammer approach. Chris teaches you how to bargain with skill, diplomacy, and tact.
Mock Negotiation: Salary
E15
Mock Negotiation: SalaryChris demonstrates how to negotiate effectively for a pay increase. Learn why he doesn’t focus the conversation on money.
Black Swans
E16
Black SwansBlack swans are game-changing pieces of information that you don’t know when entering a negotiation. Chris walks you through an FBI case where uncovering a black swan led to a breakthrough.
Mock Negotiation: “60 Seconds or She Dies”
E17
Mock Negotiation: “60 Seconds or She Dies”An armed bank robber is barricaded in a bank with one female hostage. He wants a car in “60 seconds or she dies.” Watch as Chris deals with this tense, high-stakes negotiation where one wrong move can lead to a deadly outcome.
The Power of Negotiation
E18
The Power of NegotiationChris’s motivation for teaching negotiation is deeply personal. Discover why Chris believes negotiation is a powerful tool that can transform your life.