Chris Voss is the founder of the Black Swan Group which provides negotiation training for everyone from businesses to law enforcement. Chris has had a long career in law enforcement including the FBI. He worked in the US and internationally as a hostage negotiator. He has also taught negotiation in MBA programs at Georgetown and USC Marshall. In addition, he is the author of the book "Never Split the Difference: Negotiating As If Your Life Depended On It." Today, he and Mark talk about Chris' long career as a negotiator and how to negotiate for business and other situations. Learn about: Three types of negotiator personalities: Fight, flight or friendly. The successful negotiator must be all three types at different times. In Chris' opinion, "yes" is a useless word. "No" opens up the possibility for learning something. Language is very nuanced and subtle in negotiation. Listen to this episode to hear about the seemingly small changes that can make negotiation successful or not.