Escaping the Drift with John Gafford: Episode Summary

Title: From Iowa Roots to International Negotiator: Chris Voss on Success, Perseverance, and Building Trust
Host: John Gafford
Guest: Chris Voss
Release Date: December 17, 2024

1. Introduction to Chris Voss and His Background

In this episode of "Escaping the Drift," host John Gafford welcomes Chris Voss, a distinguished former FBI negotiator, author of the acclaimed book "Never Split the Difference: Negotiating As If Your Life Depended On It," and CEO of the Black Swan Group. With an impressive career spanning international negotiations and academia, Chris brings a wealth of experience and insights into the art of negotiation.

Chris Voss [00:15]: "My father taught me how to figure things out. Hard work, integrity. Figure it out."

2. Early Life and Influences

Chris Voss shares his upbringing in small-town Iowa, highlighting the profound impact of his father, a blue-collar entrepreneur who instilled values of hard work and problem-solving.

Chris Voss [02:18]: "There was nothing that was beneath him. So if it needed to get done, you know, he'd get in there and clean it himself."

These early lessons in resilience and initiative laid the foundation for Chris's future endeavors in law enforcement and negotiation.

3. Journey to the FBI and Transition to Negotiation

Chris discusses his entry into federal law enforcement, initially aiming for the Secret Service but ultimately joining the FBI due to hiring constraints. His aspiration to be part of elite units like the SWAT team was cut short by injuries, steering him toward the role of a hostage negotiator.

Chris Voss [05:41]: "The thought of traveling all over the world as a job in law enforcement appealed to me."

Despite setbacks, Chris's perseverance led him to excel in negotiation, a role he hadn't initially envisioned but grew to master.

4. The Power of Initiative and Taking Advice

A significant moment in Chris's career was his determination to join the FBI's negotiation team. After being initially rejected, he proactively sought guidance, leading to volunteering on a suicide hotline—a step that showcased his commitment and eventually secured his position.

Chris Voss [08:34]: "The key to me both getting in the bureau and on the negotiation team was asking the right person and then doing what they said."

Chris underscores the importance of seeking actionable advice from those who have walked the path you aspire to follow, cautioning against taking guidance from those without relevant experience.

Chris Voss [09:55]: "Never take advice from somebody you wouldn't trade places with or hasn't been where you're going."

5. Writing "Never Split the Difference"

Chris recounts the inception and publication journey of his seminal book. Collaborating with co-author Tall Ras, they meticulously crafted a manual on negotiation, blending Chris's real-world experiences with Tall's research acumen.

Chris Voss [15:23]: "If you want your book to succeed, go to the bookstore, find a book that you want to write. Hire that guy."

The book's success was fueled by relentless promotion and strategic partnerships, eventually reaching over 40 countries and being translated into 36 languages.

6. Speaking Engagements and Masterclass Partnership

Post-publication, Chris leveraged speaking engagements to amplify his message. A pivotal moment was his invitation to a conference in Chicago, which led to collaboration with Masterclass. This partnership culminated in the creation of the Chris Voss AI, an advanced negotiation tool designed to provide users with high-quality, actionable negotiation advice.

Chris Voss [24:19]: "The Masterclass shoot was like a movie studio shoot. Thousand percent professional."

7. Introduction of Chris Voss AI

Chris introduces his latest venture, the Chris Voss AI, developed in collaboration with Masterclass. This AI-powered tool is designed to assist users in honing their negotiation skills by providing real-time, contextually relevant advice based on Chris's methodologies.

Chris Voss [54:18]: "Masterclass brought us a concept of doing Chris Voss AI... It's going to be fed on the quality of the data we can put into it."

Users have reported impressive accuracy, with the AI delivering responses that mimic Chris's negotiation style effectively.

8. Insights on Trust and Negotiation in Business

Throughout the conversation, Chris emphasizes the critical role of trust in negotiation. He advocates for approaching interactions with a baseline trust while remaining vigilant for red flags that indicate potential deceit.

Chris Voss [50:41]: "I play the numbers first and then I get smarter based on the data they get in the interaction."

Chris advises identifying patterns and behavioral cues to assess trustworthiness, ensuring that negotiations remain ethical and productive.

9. Overcoming Victim Mentality and Embracing Self-Responsibility

A recurring theme in the discussion is the shift from a victim mentality to one of self-responsibility. Chris believes that taking ownership of one's actions and decisions is paramount to achieving success.

Chris Voss [13:16]: "If you can just maintain a massive sense of self-responsibility for everything that happens to you, everything you do, you're going to eat these other kids for lunch."

10. Conclusion and Key Takeaways

The episode concludes with Chris reinforcing the importance of negotiation as a fundamental skill for personal and professional growth. He encourages listeners to invest in developing their negotiation prowess to unlock their full potential.

Chris Voss [59:07]: "Negotiation is probably the most expensive, it's the best skill you can develop to get you out from where you are."

Notable Quotes

• Chris Voss [00:15]: "My father taught me how to figure things out. Hard work, integrity. Figure it out."
• Chris Voss [02:18]: "There was nothing that was beneath him. So if it needed to get done, you know, he'd get in there and clean it himself."
• Chris Voss [08:34]: "The key to me both getting in the bureau and on the negotiation team was asking the right person and then doing what they said."
• Chris Voss [09:55]: "Never take advice from somebody you wouldn't trade places with or hasn't been where you're going."
• Chris Voss [15:23]: "If you want your book to succeed, go to the bookstore, find a book that you want to write. Hire that guy."
• Chris Voss [24:19]: "The Masterclass shoot was like a movie studio shoot. Thousand percent professional."
• Chris Voss [50:41]: "I play the numbers first and then I get smarter based on the data they get in the interaction."
• Chris Voss [13:16]: "If you can just maintain a massive sense of self-responsibility for everything that happens to you, everything you do, you're going to eat these other kids for lunch."
• Chris Voss [59:07]: "Negotiation is probably the most expensive, it's the best skill you can develop to get you out from where you are."

Final Thoughts

Chris Voss's journey from a small-town upbringing to becoming a world-renowned negotiator exemplifies the power of perseverance, strategic thinking, and continual learning. His insights provide invaluable guidance for anyone looking to enhance their negotiation skills and achieve exceptional success in their endeavors.

For more insights and resources, visit www.EscapingtheDrift.com.