Discover how former FBI hostage negotiator Chris Voss transforms traditional negotiation tactics with 'tactical empathy' instead of compromise, offering powerful techniques for everything from salary talks to daily conversations.

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From Columbia University alumni built in San Francisco

**Lena:** Hey Miles, have you ever been in a negotiation where you felt completely out of your depth? Like you're just hoping to get through it without losing your shirt?
**Miles:** Oh, absolutely! I think most people default to that "meet in the middle" approach when they're uncomfortable negotiating. But you know what's fascinating? Chris Voss, former FBI hostage negotiator, completely rejects that idea in his book "Never Split the Difference."
**Lena:** Wait, a hostage negotiator? That's intense! I mean, I guess if anyone knows how to negotiate effectively, it would be someone whose work literally had lives hanging in the balance.
**Miles:** Exactly! And that's what makes his perspective so valuable. He argues that compromising—or "splitting the difference"—actually makes nobody happy. In hostage situations, there's no way to split the difference on someone's life, right?
**Lena:** That makes sense. So what's his alternative approach?
**Miles:** It's all about tactical empathy. He believes negotiation isn't about being aggressive or manipulative—it's about understanding the other person's emotions and needs. The book actually challenges a lot of conventional wisdom about negotiation.
**Lena:** Tactical empathy... that's not what I expected from an FBI negotiator! I always imagined negotiation as this battle of wills.
**Miles:** Right? It's counterintuitive! But Voss found that emotional intelligence is more effective than pure logic or aggression. Let's dive into his key techniques and how they can transform the way we handle everything from salary discussions to everyday conversations.