What Speakers Can Learn from FBI Negotiators – A Masterclass with Chris Voss - 325
The Speaking Club: Mastering the Art of Public SpeakingShow Notes
Chris Voss was the FBI's lead international hostage negotiator… but these days, he's helping CEOs, speakers, and sales pros negotiate million-pound deals, win high-stakes conversations, and get results — without pushing, pitching, or people-pleasing. In this episode of The Speaking Club, I'm joined by the author of Never Split the Difference to explore how you can use his real-world-tested negotiation techniques to build trust fast, shift resistant clients into action, and speak with more power and presence. And yes — I even used one of his own tactics to get him to say "yes" to coming on the show! Whether you're trying to book more speaking gigs, close better clients, or simply influence with integrity — this one's packed with actionable diamonds! What you'll discover: How Chris Voss went from SWAT and undercover ops to suicide hotlines and high-stakes hostage negotiation — and why it made him one of the world's top communication experts. What compelled Chris to share his FBI-developed negotiation system with the world instead of retiring into the sunset — and how that decision shaped Never Split the Difference. The one negotiation tactic that sounds great on paper… but can actually backfire, and what to do instead. Chris's ride-or-die technique — the one negotiation move he'd keep if all others were off the table. The common "influence" move that actually kills deals faster than anything — and what to replace it with. How Chris would handle a client who's stalling on a deadline or payment — and the exact question he'd use to move them into action. The subtle ways Chris reads and influences a room when he's speaking — and how his FBI experience shapes his delivery and timing. Why "labelling the room" during a talk can deepen audience connection — and how to read silent resistance and adjust in the moment. What the concept of the "Black Swan" means for public speaking — and how spotting the right insight can completely change your impact. How to make your audience feel in control (even if you're the one guiding them) — and why that's the secret to ethical influence and increased action. Why "Yes is nothing without how" — and how to use this principle in your calls to action so that people actually follow through after your talk. Enjoy! If you'd like to watch the video of the episode, you can do that here>> Guest Information: Website: https://www.blackswanltd.com/chris-voss LinkedIn: https://www.linkedin.com/in/christophervoss Books & Resources*: Start with No by Jim Camp The Rise of Superman by Steven Kotler Stealing Fire by Steven Kotler The Talent Code by Daniel Coyle Speaking Resources: Grab Your From Blank Page to Stage Guide and Nail the Topic for a Client Winning Talk: https://saraharcher.co.uk/newguide-tsc Want to get better at finding and sharing your stories then check out our FREE Five Day Snackable Story Challenge: https://www.saraharcher.co.uk/challenge To share your thoughts: · leave a comment below. · Share this show on X, Facebook or LinkedIn. To help the show out: · Leave an honest review at https://www.ratethispodcast.com/tsc. Your ratings and reviews really help get the word out and I read each one. *(please note if you use my link I get a small commission, but this does not affect your payment)
More from The Speaking Club: Mastering the Art of Public Speaking
Rambling is good for walkers but not for speakers. That's why I created this three step structure for use in talks, pitches, podcasts, panels and video. It will help you stay focused on the message, make you more engaging and stop you losing audiences, credibility and opportunities.
What if the secret to better speaking isn't your talk ... but your audience? Michelle Mills-Porter shares the overlooked skill that helps speakers connect before they even step on stage.
Many speakers worry that rehearsing or choreographing a talk will make them sound robotic. The opposite is true. In this episode, Sarah explains why great speakers think like performers, sharing four practical principles to help you choreography your talk so that it comes alive for the audience. You'll also discover how to identify the moments in your talk that deserve choreography and the six performance levers that can dramatically increase your impact.
Let's be honest... Most of us think moderating a panel is just introducing the speakers, asking a few questions and making sure nobody waffles on for too long. Turns out... it's a little more complicated than that. Xenia Wickett has moderated conversations with some of the most influential people in the world, CEOs and senior policymakers including people like Elon Musk and Volodymyr Zelenskyy. Xenia has spent her career working at the highest levels of international affairs, advising governments and businesses, and moderating conversations. In this episode she shares what she's learned about guiding discussions, managing disagreement, reading an audience and asking the kinds of questions that unlock genuinely interesting conversations. Whether you ever plan to chair a panel or not, you'll come away with ideas that will make you a better speaker, interviewer and communicator. What you'll discover: • How Xenia found herself moderating some of the world's biggest conversations • Why moderation is far more than asking questions and keeping time • What interviewing CEOs and world leaders taught her about communication • How to challenge influential people without becoming confrontational • The subtle signs a conversation is losing the audience • How to keep discussions productive when opinions collide • The mistake many speakers make that frustrates moderators • Why listening is often a communicator's greatest superpower • Practical advice if you'd like to moderate panels yourself • The communication habits every speaker can borrow from great moderators Enjoy! If you'd like to watch the video of the episode, you can do that on our YouTube Channel shortly. Guest Information: Website: www.wickettadvisory.com Xenia's Blog: https://www.wickettadvisory.com/blog LinkedIn: https://www.linkedin.com/in/xenia-wickett-2686b0 Books & Resources*: Winnie the Pooh by A.A.Milne TEDx | 5 Tips for Asking Better Questions, Xenia Wickett: https://www.youtube.com/watch?v=3IuyCJUJgDk You can find Xenia's interview with Elon Musk here: https://www.youtube.com/watch?v=mWCfqBb0YTE Blog: How to Moderate Powerful Conversations: https://www.wickettadvisory.com/post/how-to-moderate-powerful-conversations [Quick Tip] Talk Flow Tips: Create Seamless Transitions Like a Pro, Episode 326 Speaking Resources: Grab Your From Blank Page to Stage Guide and Nail the Topic for a Client Winning Talk: https://saraharcher.co.uk/newguide-tsc Want to get better at finding and sharing your stories then check out our FREE Five Day Snackable Story Challenge: https://www.saraharcher.co.uk/challenge To share your thoughts: · leave a comment below. · Share this show on Facebook or LinkedIn. To help the show out: · Leave an honest review at https://www.ratethispodcast.com/tsc. Your ratings and reviews really help get the word out and I read each one. *(please note if you use my link I get a small commission, but this does not affect your payment)
Many speakers think that the sexiest part of their story for the audience is the before and after. They're wrong. The most valuable bit is often missed entirely or not given the space it deserves in your talk. In this episode, I'm covering what that missing part is, what leaving it out is costing you and why you might feel resistance to including it in your signature story. If you've ever felt your story isn't quite landing with your audience, or not getting you the results you want when you speak this episode might explain why ... and completely change the way you tell it. What you'll discover: • The storytelling mistake Sarah spotted happening judging this year's Speaker Awards • What The Odyssey can teach you about telling a memorable signature story • Why audiences care less about your success than you might think • The missing piece of your story that undermines trust • Why sharing your failures can make you more credible, not less • The reason audiences often admire your transformation but don't believe they can achieve it themselves • How expert blindness can sabotage your story • The simple questions that help you uncover the lessons hidden inside your story • How to include the struggle, even if you've only got a short speaking slot • Why the decisions you made matter more than the destination you reached • What caterpillars, butterflies and chicken recipes have to do with great storytelling Enjoy! If you'd like to watch the video of the episode, you can do that here>> Speaking Resources: Grab Your From Blank Page to Stage Guide and Nail the Topic for a Client Winning Talk: https://saraharcher.co.uk/newguide-tsc Episode 194, Storytelling. The Long and Short of It: https://thespeakingclub.com/episodes/tsc/194 Want to get better at finding and sharing your stories then check out our FREE Five Day Snackable Story Challenge: https://www.saraharcher.co.uk/challenge To share your thoughts: · leave a comment below. · Share this show on Facebook or LinkedIn. To help the show out: · Leave an honest review at https://www.ratethispodcast.com/tsc Your ratings and reviews really help get the word out and I read each one. *(please note if you use my link I get a small commission, but this does not affect your payment)