Ex-FBI lead hostage negotiator flips the script

"Is now a bad time to talk?" Deal-making techniques are often obsessed with getting to 'yes', but Chris Voss has a different approach. In a 24-year career with the US Federal Bureau of Investigation (FBI), negotiating with terrorists and criminal organisations, he learnt to get better results by tactical empathy along with preserving a person's right to veto.

Reporting by Esther Martin (esther.martin@lloydslistintelligence.com), assistant editor.

"Is now a bad time to talk?" Deal-making techniques are often obsessed with getting to 'yes', but Chris Voss has a different approach. In a 24-year career with the US Federal Bureau of Investigation (FBI), negotiating with terrorists and criminal organisations, he learnt to get better results by tactical empathy along with preserving a person's right to veto.