Chris Voss

Christopher Voss is the CEO of The Black Swan Group, a firm that solves business negotiation problems with hostage negotiation strategies. Chris founded the Black Swan Group, in 2008 upon his retirement from the FBI where he was the FBI’s lead international kidnapping negotiator. Chris is also an Adjunct Professor at the University of Southern California (USC) Marshall School of Business and Georgetown University’s McDonough School of Business where he teaches business negotiation in both M.B.A. programs.
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Recent Posts

How to Gain Control in a Negotiation in 4 Steps

By Chris Voss | April 02, 2018

The secret to gaining the upper hand in negotiation is to give the other side the illusion of control.  If knowledge is power, what you really want to gain is knowledge in the interaction without really giving much information away. 

Here’s how to flip the control dynamic on it’s head and enjoy the process. 

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The #1 Negotiation Strategy For Everyone (Backed By Science)

By Chris Voss | March 19, 2018

The Accusations Audit. (And the crazy thing is women are killing it with this!) 

Across the board, our clients are hitting the biggest home-runs by leading with this strategy. From divorce negotiations, to astounding deals with insurance companies that even ambulance chasers wouldn’t take, to multi-million-dollar government contracts.

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How To Negotiate When You Have No Leverage

By Chris Voss | March 05, 2018
If they’re talking to you, you have leverage. Who has the leverage in a kidnapping? As crazy as it sounds, it’s the people negotiating on behalf of the victim. After all, where else are the kidnappers going to go to get a ransom.

Can you apply this to your negotiations? Read More >

How To Effectively Negotiate A Raise

By Chris Voss | February 19, 2018
Bosses reward people they trust and who are effective. And when in doubt? They lean towards those they trust. Here’s how to achieve both. Read More >

The Best “1-2 Punch” In Negotiations

By Chris Voss | January 29, 2018

Even I had forgotten how effective this is.

The “late-night FM DJ” voice combined with “How am I supposed to accept that?”

I was just getting in some practice and was shocked when I got my way. I knew I had violated their “rules” and was technically asking for a refund after the deadline had expired.

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Protect Your Profit like Marcus Lemonis

By Chris Voss | January 08, 2018

3 Ways to Influence Behavior-1.jpg

Marcus Lemonis would have been a great hostage negotiator.

“I understand you guys have rights and remedies under the agreement to pursue whatever it is and I respect that. We will accept whatever the consequences are.”

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How To Have More Joy This Holiday Season

By Chris Voss | November 27, 2017

What The Black Swan Group teaches is applicable to our daily lives, including family and friends this holiday season! Proactively tell people you care about what you’ve loved about them, even if it isn’t showing itself at the moment, and watch the great result.

Here’s a great story that recently shared with me. I realized it was a great example of the results from proactively nurturing “positives”.

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How To Overcome The Objection Every Time

By Chris Voss | November 13, 2017

How do you overcome the objection every time? Live by 2 rules:

  1. Treat every stated objection as a counter-offer in disguise – an implied agreement.
  2. The stated objection isn’t the real problem. It’s blocking for an emotional one.
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VIDEO  - Why “Yes” Is Killing Your Deals

By Chris Voss | October 16, 2017

Most people are addicted to the "Yes”momentum method and don't even realize it. This need for "yes" is killing your deals. If you're seeing that eventually your prospects drop-off or your clients are slipping away in the middle of the night, you need to rethink your communications with them. Learn 3 ways to avoid this in your conversations.

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The 3 Habits of Ineffective Negotiators

By Chris Voss | September 17, 2017

Negotiation advice will tell you these "tactics" are lead to success. We've found that these 3 common habits are completely ineffective. Avoid these and increase your chances of negotiation success. 

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