The Power of Being Understood: The Psychology of Negotiation with Chris Voss

What if the most powerful negotiation skill isn't knowing what to say, but understanding what the other person is thinking?

In this episode of Truth Be Told, host David Thompson, Certified Forensic Interviewer (CFI) and CEO of Wicklander-Zulawski & Associates (WZ), sits down with Chris Voss, former FBI hostage negotiator, bestselling author of Never Split the Difference, and founder of The Black Swan Group.

Together, they explore the psychology behind negotiation, tactical empathy, trust, and influence—and how the same communication principles used in high-stakes hostage negotiations can transform leadership, investigative interviews, business negotiations, and everyday relationships.

How do you get someone to tell you the truth? Why does saying "no" make people feel safer? What's the difference between empathy and sympathy? And how can you influence someone without manipulating them?

Drawing on decades of experience in hostage negotiation and science-based investigative interviewing, Chris and David challenge conventional thinking about persuasion, deception detection, interrogation techniques, and what it really means to have a successful conversation.

In this episode, you'll discover:

• The psychology of negotiation: Why understanding someone's motivations matters more than controlling the outcome.
• Tactical empathy vs. sympathy: How to acknowledge someone's perspective without necessarily agreeing with their actions.
• Trust and influence: Why honesty, predictability, and genuine connection outperform deception and manipulation.
• Getting to the truth: Why detecting a lie isn't the same as obtaining accurate, reliable information.
• The power of "no": How giving people autonomy can reduce resistance and encourage cooperation.
• Investigative interviewing and interrogation: What hostage negotiators and investigators can learn from one another about rapport, questioning, and information gathering.
• Leadership and difficult conversations: How executives, managers, and teams can navigate conflict, make better decisions, and build stronger relationships.
• Listening beyond the words: Why scripted questions, assumptions, and preconceived outcomes can undermine even the most important conversations.
• Cooperation vs. compliance: Why a genuine agreement is more valuable than simply getting someone to say yes.

Whether you're a business leader, law enforcement professional, human resources investigator, sales executive, negotiator, or someone looking to communicate more effectively in your personal relationships, this conversation offers practical insights into the science and psychology of human connection.

Because sometimes, the most powerful thing you can do in a conversation is make someone feel understood.

About Chris Voss

Chris Voss is a former FBI lead kidnapping negotiator, bestselling author of Never Split The Difference, and founder and CEO of The Black Swan Group; a negotiation, training, coaching, and consulting organization that teaches people how to achieve better outcomes in high-stakes conversations.

Recognized globally as a leading authority on negotiation, Chris developed his approach through decades of experience in crisis negotiation. Today, he and The Black Swan Group apply those principles to business, sales, leadership, difficult conversations, and high-stakes communication through The Black Swan Method® and Tactical Empathy®.

Never Split The Difference has introduced millions of readers around the world to Chris's negotiation methodology. Through The Black Swan Group, Chris and his team help people go beyond understanding the concepts in the book and develop negotiation as a practical, repeatable performance skill through training, coaching, practice, and live experiences.

The Black Swan Group offers in-person negotiation training, live and self-paced online negotiation training, coaching, keynote speaking, and advanced negotiation experiences for business owners, leaders, sales professionals, and other professionals who want to become more effective dealmakers.

Learn from Chris Voss and The Black Swan Group:

Negotiation training and resources
In-person and live training
Online negotiation training

About the Host

David Thompson, CFI, is the CEO of Wicklander-Zulawski & Associates (WZ), an organization specializing in science-based investigative interviewing, interrogation training, and strategic communication. As a Certified Forensic Interviewer and experienced instructor, David works at the intersection of behavioral science, criminal justice, leadership, and human connection.

Through Truth Be Told, David explores how the way we communicate shapes our relationships, decisions, investigations, and understanding of one another.

Continue the Conversation

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Visit https://truthbetoldpodcast.com for additional episodes, guest insights, and learning opportunities.

Learn more about investigative interviewing and professional development through Wicklander-Zulawski & Associates at https://www.w-z.com.