Summary of Jocko Podcast 354: Everything in Life Is A Negotiation. With Chris Voss.

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00:00:00 - 01:00:00

In Jocko Podcast 354, Chris Voss discusses his experience as a FBI negotiator and how it has prepared him for the role of lead negotiator for the Schilling hostage case. He talks about how he got into the police force and the challenges of becoming an FBI agent. He also discusses the pros and cons of undercover work and how his experience playing surveillance for a year and a half prepared him for his current position.

00:00:00 Chris Voss discusses his experience as a FBI negotiator, and how it prepared him for the role of lead negotiator for the Schilling hostage case.
00:05:00 Jocko talks about his upbringing and how his father's business changed over time. Jocko talks about how he became interested in learning how to negotiate and how he eventually became a successful businessperson.
00:10:00 Jocko Podcast 354 discusses the importance of always accepting and preparing for the possibility of a future career in law enforcement. Jocko's older sister went to Iowa State University and Jocko followed suit, studying business. Jocko began his career as a police officer in Kansas City, Missouri, but eventually decided to pursue a career in law enforcement as a career option.
00:15:00 Chris Voss describes his experience going through the Kansas City Police Academy and how it was a combination of classroom and boot camp, with some PT every day. He discusses the importance of using a neck restraint correctly, and how the current state of law enforcement is alarming.
00:20:00 Chris Voss discusses the importance of having a good patrol strategy, emphasizing that it is important to have a male partner to help reduce the risk of overreacting to a challenge.
00:25:00 Jocko talks about how he got into the police force and how his first year was great, but his second year wasn't as good. He talks about how he got into the Secret Service and how he was excited to work with them because he had seen Canada from a distance.
00:30:00 The author discusses how he became a FBI agent, and how the Bureau pays for the expenses of new agents when they arrive at the FBI National Academy. He also discusses how the physical demands of the academy are not as strenuous as one might think, and how the Bureau is looking for agents who can handle themselves physically and academically.
00:35:00 The agent discusses the challenges of becoming an FBI agent, and how physical conditioning is a key part of the process. If you are not physically fit, you are not likely to be successful. After completing the FBI Academy, agents are assigned to a field office based on their specialty. Agents with Spanish language skills are often sent to Puerto Rico.
00:40:00 The video discusses the pros and cons of becoming an FBI agent. Jocko mentions that the easiest way to become an FBI agent is to go into the witness security program. He also mentions that the first few times you go through the process can be a little slow, but that you get used to the crazy things after a while. Jocko then talks about his experience being undercover, and how it didn't fit him. He eventually decided to quit being undercover and go back to working as a security guard.
00:45:00 Jocko Podcast 354 is a discussion between Chris Voss and a friend who recently took a lie detector test and failed. Chris Voss discusses the advantages and disadvantages of undercover work, and how his experience playing surveillance for a year and a half prepared him for his current position as an FBI agent in New York City.
00:50:00 The video discusses the early days of the terrorist task force, which was disbanded after many of its members were transferred to a gang task force. The terrorist task force was originally made up of agents from different law enforcement agencies, but after the 9/11 attacks, they were reassigned to focus on terrorist cases. The Trade Center bombing occurred shortly after the task force was disbanded, and the members were recalled to investigate.
00:55:00 Chris Voss discusses how he became involved in negotiations, how the Trade Center bombings changed things, and how he eventually became a successful negotiator.

01:00:00 - 02:00:00

In this podcast, Jocko and Chris Voss discuss the importance of empathy and listening in negotiation. They provide tips on how to use these skills effectively, such as by mirroring the other person and trying to understand their feelings. They also discuss the use of tactical empathy, which is the ability to understand and relate to the feelings of another person while working to achieve a goal.

01:00:00 Jocko discusses how he became interested in becoming a hostage negotiator and how he went through training to become certified. He shares an example of a call he received while training, in which the hostage taker is trying to control his emotions.
01:05:00 This 1-paragraph summary is about a study that found that when people are in a hostile environment, such as when they are in a negotiation, their brain activity changes in a way that can help them to better recognize when they are feeling negative emotions.
01:10:00 In this video, Chris Voss discusses the different stages of negotiation, how to overcome the "irrational emotional animalistic human" mindset, and the Harvard Negotiation Project. He also mentions the book Getting to Yes.
01:15:00 In 1994, FBI Director Louis Free announced the formation of the Critical Incident Response Group, which would combine crisis negotiation, crisis management, and hostage rescue teams. However, the group lacked a clear understanding of how to approach deal making with individuals who think they are the Messiah.
01:20:00 In this podcast, Chris Voss discusses the FBI's shift from rational problem solving to empathy and crisis intervention training, based on research that listening is not a passive activity. This shift helped the FBI become experts in this field, and led to better solutions being reached.
01:25:00 Jocko Podcast 354 covers the strategies and techniques for negotiating better deals. The author emphasizes the importance of setting realistic goals and being honest with the other party. If the goals are not aligned, negotiations will not be fruitful.
01:30:00 The author discusses the concept of mirroring, which is a neural behavior that humans and other animals display in which they copy each other to comfort each other. He also discusses the FBI's hostage negotiation skill set, which is based largely on mirroring. The author points out that it can feel weird at first to mirror, but that it is ultimately one of the most effective techniques for establishing rapport and trust.
01:35:00 In this podcast, Jocko talks about the importance of listening and how a good negotiator prepares and aims to use her skills to reveal the surprises she is certain to find. He also discusses role-playing, and how often it is used when negotiating.
01:40:00 Chris Voss discusses the different voice tones available to negotiators, and how to use them to create a positive, authoritative presence. He also discusses the importance of being in a positive frame of mind, and the benefits of using a voice that is easy to listen to.
01:45:00 The podcast discusses the concept of Psychological reactants, which is the instinct that everyone has that when they are told to do something they don't want to do, it is just a natural reaction. This allows for the use of reverse psychology. The episode also discusses the idea of labeling, and how it is one of the main things that can derail communication. Finally, the podcast discusses how emotional intelligence is necessary to be a good negotiator.
01:50:00 The Jocko Podcast discusses the concept of empathy, which is the ability to understand and relate to the feelings of another person. Chris Voss discusses the use of tactical empathy, which is the ability to understand and relate to the feelings of another person while working to achieve a goal. He provides an example of how tactical empathy can be used in a professional setting, such as in the case of a negotiation.
01:55:00 In this podcast, Chris Voss discusses how to negotiate effectively with Muslims. He suggests that you start by identifying the other side's emotions and then dialing in to understand what they're thinking. Finally, he advises not to pretend to know what the other side is thinking or feel, and to come in with the intent to learn and understand.

02:00:00 - 03:00:00

Chris Voss discusses how to negotiate better by using empathy, being upfront, and focusing on the right questions. He also discusses the importance of deadlines and how to use them to your advantage.

02:00:00 Chris Voss discusses the importance of empathy in negotiation, explaining that it doesn't require agreement with the other person's ideas, but rather acknowledgement of their situations. He provides an example of how empathy can be demonstrated by an individual in a negotiation - in this case, Bob Hager reaching out to Jobs after he was fired from Disney. Jobs immediately shoots back, demonstrating that he does not care about Hager or the situation.
02:05:00 Jocko talks about how you need to get the negatives out there in order to make a decision. If you can do that, your brain goes to the positive and you can get things done.
02:10:00 In this podcast, Chris Voss discusses how to negotiate better by using the "start with now" technique from Jim Camp. This technique involves being upfront and saying no at any time, which can help to keep the negotiation on track.
02:15:00 Chris Voss discusses how to get people to say "no" in negotiations, using a variety of examples from real life. He says that it can be difficult for many people to do this, because they go against one of society's biggest social dictums – namely, being nice. However, by turning niceness into a lubricant, people have leached it of meaning.
02:20:00 The behavioral change stairway model is a five-stage model that takes any negotiator from listening to influencing Behavior. The model is based on the work of the Great American psychologist Carl Rogers, who proposed that real change can only come when a therapist accepts that the client as he or she is.
02:25:00 In this podcast, Chris Voss discusses the different neurochemicals that can lead to an "epiphany," or a realization of something that was previously unknown. He also discusses how to negotiate effectively, using the example of a hostage negotiation with a terrorist. Voss points out the importance of not becoming attached to someone or position, as this can lead to problems.
02:30:00 The video discusses the importance of deadlines, and how they can trick people into making decisions that are against their best interests.
02:35:00 Jocko discusses how human beings are often swayed by how much they feel they have been respected in negotiations, and how one of the most powerful words in negotiations is "fair." Jocko recommends using this word with care in order to build a successful reputation.
02:40:00 The speaker talks about how often manipulators use the phrase "everything in life is a negotiation." He explains that in a negotiation, the dynamics are always dictated by the market, and that in order to be successful, one must be aware of how to manipulate the other party. The speaker offers a few tips on how to be successful in negotiations, including the advice to let the other side anchor the emotional side of the negotiation first, and the suggestion to quote a price that the other person wants to hear.
02:45:00 The author discusses the importance of calibrating your questions during negotiations in order to steer the conversation in the direction you want it to go. He also discusses the importance of asking Earnest questions in order to put the other person on the spot and make them feel like they have the freedom to answer.
02:50:00 In this podcast, Chris Voss discusses how to calibrate questions in negotiations to achieve desired outcomes. He also discusses the Burnham case, in which a hostage was overheard on a phone and the FBI was able to use that information to win the hostage release.
02:55:00 In this podcast, Chris Voss discusses how to negotiate effectively by focusing on how and what questions to ask. He also discusses a rule known as the 738-55 rule, which states that only seven percent of a message is based on the words, while 38 comes from the tone of the voice and 55 from the speaker's body language and face.

03:00:00 - 03:50:00

In the Jocko Podcast 354, Chris Voss discusses the importance of negotiations and how to be a successful negotiator. He talks about the different types of negotiators, and how each one brings something important to the table. He also discusses the Ackerman bargaining model, and the Black Swan theory.

03:00:00 The main point of this video is that while body language and tone of voice are important, words are the most important thing to pay attention to when negotiating. If you're interested in what the other person is saying, and you don't care about how they look, you'll be successful. If you're trying to get somebody into a short-term mindset, they'll regret agreeing to anything with you, and everything will fall apart.
03:05:00 The video discusses the different types of negotiators and their strategies. The assertive negotiator is honest and straightforward, hoping to avoid any unnecessary conflict. However, this type of negotiator is often met with resistance and is less successful than the other types.
03:10:00 In this video, Chris Voss discusses the different personality types that can be involved in negotiations, and how each type brings something important to the table. He goes on to discuss the Ackerman bargaining model, which is a systemized and easy process for calculating offers and counteroffers. Finally, he talks about the Black Swan theory, which is a concept that is often used in negotiations.
03:15:00 In this podcast, Chris Voss discusses how important it is to be aware of "unknown unknowns"--pieces of information that we've never imagined would be game changers. These unknown unknowns can be black swans, which is why he named his company the Black Swan. Voss explains that by making subtle changes to our negotiation approach, we can gain the upper hand and steer the conversation to the best possible outcome.
03:20:00 The speaker discusses the importance of listening, how to gain insights into your counterpart's beliefs, and the importance of FaceTime communication.
03:25:00 The Jocko Podcast 354 discusses the importance of negotiations and how to be a good negotiator. Chris Voss, the host, shares that he took a Master Class on negotiation and found it to be very helpful. He also notes that being a good cop/bad cop is a form of manipulation.
03:30:00 The video discusses the importance of being an accommodating person, and the consequences of not being accommodating. Chris Voss discusses a situation where he played the role of accommodating person to a friend, and how it went poorly. He offers the opposite example of how to be an accommodating person- overestimating the time it will take to arrive, in order to avoid giving the other person bad news. He provides several examples of when this strategy has worked for him in the past, and warns that it is a common mistake to underestimate the time it will take to complete a task.
03:35:00 Chris Voss discusses the importance of building rapport with others in order to successfully negotiate. He explains that while ethnicity is not always the most influential factor when it comes to building relationships, geography is. He also discusses the various tactics that accommodators use, and how they are effective with human beings.
03:40:00 Chris Voss discusses the differences between chocolate milk and regular milk, and how his daughter reacted to the comparison. He also talks about the benefits of using Jocko Fuel, a supplement that contains caffeine, monk fruit, and other nutrients.
03:45:00 The Jocko Podcast 354 discusses the war between big companies and small businesses, and how to fight them. The podcast also has some good advice for buying clothes, accessories, and Christmas gifts.
03:50:00 In this podcast, Chris Voss teaches about the art of negotiation, and how it can be used to achieve success in life. He also discusses the importance of leadership, and how it can be used to solve problems. Finally, he encourages listeners to pay attention to their emotions, and to not rely on rational thinking when making decisions.