Why No Is More Powerful Than Yes | Chris Voss

Chris Voss, former lead FBI international kidnapping negotiator and founder of The Black Swan Group, discusses tactics from his bestselling book Never Split the Difference, including the Black Swan Method, calibrated questions, and the accusations audit. Voss explains why yes is often a counterfeit signal in negotiation, why no unlocks real progress, and shares FBI hostage cases alongside everyday tactics for negotiating discounts, upgrades, and raises.