Episode 9

Now to Next with Nick Nanton Feat. Chris Voss

Chris Voss is the CEO and founder of The Black Swan Group Ltd, a best-selling author, and the FBI’s former lead international kidnapping negotiator. Host Nick Nanton discusses Chris’ national best-selling book, Never Split the Difference, the attributes that make a master negotiator, and empathy’s effect in business negotiations. 


  • 2:40: Should you split the difference?
  • 3:53: Why compromise often doesn’t work out
  • 6:36: Oprah Winfrey — the negotiator
  • 9:19: Tactical empathy and strategies used
  • 12:02: In a kidnapping, who has the upper hand?
  • 1408: Social dynamics that affect decision making
  • 18:15: Chris’ work in Haiti
  • 20:31: "The favorite or the fool" concept
  • 26:42: Labeling — but not in an accusatory way
  • 30:33: Taking a job for mercenary reasons
  • 33:39: The two magic words of “that’s right” in a negotiation
  • 35:54: Perspective will get you to the answer you’re looking for
  • 37:49: The benefits of asking “no" oriented questions
  • 41:00: When the door opens, the game is on


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About the Podcast

Show artwork for Now to Next with Nick Nanton
Now to Next with Nick Nanton
On Now to Next, Nick Nanton sits down with specialists from all walks of life to discuss what’s happening right now in their prospective field, and where the future lies for a positive tomorrow.