The Disruptive Entrepreneur

Rob is joined by Chris Voss, a former FBI hostage negotiator. Rob uncovers Voss's secrets to reading people, predicting behaviour, and navigating dangerous situations. From hostage crises to boardroom battles, Voss reveals how his techniques can revolutionise your business and personal relationships. Chris Voss REVEALS: Fear of loss is the biggest driver of decision-making, with about 70% accuracy in predicting behaviour changes. Empathy is the most effective and lasting way to influence someone, with tactical empathy being a key tool in negotiations. There are three types of negotiators globally: assertors, analysts, and accommodators, they are evenly split regardless of demographics. Voss advocates for using "no-oriented" questions instead of seeking "yes" answers to achieve more durable responses in negotiations. Labels (e.g., "It seems like...") and mirrors (repeating the last 1-3 words) are powerful tools for guiding conversations and gathering information. Most lying is defensive and about self-