Introduction
Imagine walking into any negotiation—whether it’s asking for a raise, closing a multi-million dollar business deal, or even discussing a curfew with your teenager—with the unshakable confidence of a seasoned FBI hostage negotiator. This isn’t a fantasy; it’s the core promise of the Chris Voss – Never Split the Difference Negotiation Course. For years, traditional negotiation theory has preached logic, compromise, and rationality. Yet, in the high-stakes, life-or-death world of international kidnapping, Chris Voss, the FBI’s former lead international kidnapping negotiator, discovered a profound truth: humans are not rational, and compromise is often the worst possible outcome. This course is the culmination of his career, a masterclass in transforming confrontational situations into collaborative successes by leveraging the hidden drivers of human psychology. It moves far beyond the pages of his bestselling book, offering updated strategies, new approaches, and, most importantly, interactive simulations that allow you to practice these skills in a risk-free environment. You will learn that negotiation is not a battle to be won, but an act of discovery. By the end of this journey, you’ll be equipped with a toolkit of field-tested techniques designed to bend reality, create the illusion of control, and achieve outcomes you once thought impossible. This is your opportunity to learn the art of negotiation as if your life depended on it, because in many ways, the quality of it does.
Course Description
>The Chris Voss – Never Split the Difference Negotiation Course is a comprehensive, online program designed to transform your approach to negotiation. It takes the foundational principles from Voss’s acclaimed book and plunges deeper into the practical application of advanced negotiation strategies. The course is structured around a series of in-depth modules, each focusing on a critical skill set, from the foundational concepts of tactical empathy to the intricacies of the Ackerman bargaining model. The teaching style is engaging and direct, with Voss himself guiding you through the theories and real-world scenarios that shaped these techniques. This is not a passive learning experience; it is an immersive training ground designed to build practical, muscle-memory skills. >What truly sets this negotiation skills training apart is its emphasis on active practice. The course features over eight hours of content, including fully interactive role-playing simulations that place you in the negotiator’s seat. You’ll face off against virtual counterparts, testing your ability to mirror, label emotions, and ask calibrated questions in real-time. This hands-on approach ensures that you don’t just understand the concepts intellectually, but can execute them flawlessly under pressure. Whether you’re a seasoned sales professional or a complete novice, the course provides a structured path to mastering the psychological art of influence and persuasion.Ideal Student
- Sales Professionals and Account Managers: Individuals looking to close more deals, overcome objections with finesse, and build stronger, more trusting client relationships. The techniques for uncovering hidden needs and creating value are invaluable for anyone whose income depends on their persuasive abilities.
- Business Leaders, Entrepreneurs, and Managers: Those who negotiate contracts, partnerships, and salaries on a regular basis. This course equips leaders with the skills to resolve internal conflicts, inspire their teams, and secure favorable terms that can define the success of their ventures.
- Professionals Seeking Career Advancement: Anyone preparing to ask for a raise, negotiate a promotion, or interview for a new position. The course provides the confidence and a concrete framework to articulate your value and secure the compensation and opportunities you deserve.
- Consultants, Freelancers, and Service Providers: Individuals who must constantly negotiate their fees, project scopes, and deadlines with clients. Learning to bend reality and frame your value effectively can significantly increase your profitability and client satisfaction.
- Anyone Seeking to Improve Personal Relationships: Negotiation isn’t just for the boardroom. These skills are profoundly effective in personal life, from resolving family disputes to making large purchases like a car or a home, fostering better communication and understanding in all human interactions.
Learning Outcomes
- Master Tactical Empathy: Develop the ability to understand and articulate the perspective and emotions of the other side, building trust and gathering critical information that forms the foundation of any successful negotiation.
- Utilize Advanced Psychological Techniques: Learn to effectively deploy core tools like Mirroring, Labeling, and Calibrated Questions to subtly guide the conversation, uncover hidden information, and give the other side the illusion of control.
- Reframe the Dynamics of “Yes” and “No”: Understand why getting a “No” is often a better starting point than a “Yes,” and how to guide your counterpart to a game-changing “That’s Right” moment, creating breakthroughs in stalled negotiations.
- Handle High-Stakes Pressure and Deadlines: Acquire the skills to manage emotional intensity, use deadlines to your advantage, and avoid the common pitfalls that arise when the pressure is on, ensuring you can think clearly and strategically at all times.
- Achieve Optimal Outcomes Without Compromise: Learn the Ackerman Bargaining method and other strategies to ensure you don’t leave value on the table. Discover how to find the “Black Swan”—the unknown piece of information that can completely transform your leverage and lead to a win-win outcome.
Course Modules
The Chris Voss – Never Split the Difference Negotiation Course is meticulously structured into a series of modules, each building upon the last to create a complete and formidable negotiation system. The journey begins with foundational concepts and progressively introduces more advanced, nuanced techniques. Each module is a deep dive into a specific aspect of the Voss methodology, combining video lessons, summaries, and, crucially, interactive simulations to cement your learning. Below is a detailed exploration of what you will master in each section of this unparalleled business negotiation course.Module 1: The New Rules
This foundational module shatters conventional negotiation wisdom. Chris Voss introduces the core premise that negotiation is not a logical battle but an emotional and psychological engagement. You’ll learn why the traditional approach of seeking a rational compromise is fundamentally flawed and often leads to subpar outcomes. The module explores the dichotomy between the heart and the mind, demonstrating that decisions are driven by emotion and justified by logic. Voss posits that life is a series of negotiations, and mastering these new rules is essential for success in every domain. This sets the stage for a paradigm shift, preparing you to embrace the counterintuitive yet highly effective strategies that underpin the entire FBI negotiation tactics framework.
- Heart vs Mind
- Life is Negotiation
Module 2: Be a Mirror
In this module, you’ll learn one of the simplest yet most powerful tools in a negotiator’s arsenal: Mirroring. This technique involves repeating the last one to three key words your counterpart said. It’s a subtle act of mimicry that builds rapport, encourages the other person to elaborate, and makes them feel heard. Voss breaks down the neuroscience behind why this works and how to execute it naturally. You’ll also discover the critical role your voice plays, exploring the different tonalities—such as the late-night FM DJ voice—that can de-escalate tension and create an atmosphere of collaboration. This module provides practical guidance on how to confront difficult situations without being confrontational, using silence and mirroring to prompt the other side to reveal their true position and underlying needs. The interactive simulation will give you firsthand experience in using mirroring to guide a conversation.
- Introduction
- The Voice
- How to Confront
- Summary
- Simulation
Module 3: Don’t Feel Their Pain, Label It
This module delves into the heart of the Voss methodology: Tactical Empathy. It’s not about agreeing with the other side, but about understanding their feelings and perspective so deeply that you can articulate them. The primary tool for this is Labeling—verbally identifying the emotion or dynamic you’re observing. By saying something like, “It seems like you’re frustrated with the timeline,” you defuse negative emotions and build trust. This module teaches you how to craft effective labels, differentiate between positive and negative labels, and use them to gather information and guide the conversation. You’ll also learn the Accusation Audit™, a proactive technique where you list all the negative things the other side might think about you, disarming them before they can even use them. This advanced negotiation strategy is key to neutralizing hostility and fostering a collaborative environment.
- Tactical Empathy
- Labeling
- Negative and Positive
- Accusation Audit
- Summary
- Simulation
Module 4: Beware “Yes”, Master “No”
Counterintuitively, this module teaches you to fear a quick “Yes” and strive for a “No.” A premature “Yes” often means the other party feels trapped and is likely to back out later. A “No,” on the other hand, makes people feel safe and in control, giving them the psychological space to truly engage. You’ll learn how to phrase questions in a way that makes it easy for the other side to say “No,” thereby starting the negotiation on a foundation of honesty and security. This technique allows you to persuade by operating within their world, not by trying to pull them into yours. Voss explains how “No” is a form of self-preservation and an opening for real dialogue. By the end of this module, you’ll see “No” not as a door closing, but as a conversation starting, and you’ll have the skills to reframe your requests to achieve it.
- Introduction
- “No” Starts it
- Persuade in Their World
- “No” is protection
- Summary
- Simulation
Module 5: Trigger the Two Words That Immediately Transform Any Negotiation
What are the two most powerful words in negotiation? According to Chris Voss, they are “That’s right.” While getting someone to say “You’re right” can feel like a small victory, it often means they’re just trying to end the conversation. “That’s right,” however, signifies a genuine breakthrough. It means you have successfully articulated their perspective so accurately that they feel a profound sense of being understood. This module explores the psychological impact of this moment and how it creates a dynamic of collaboration. You will learn the precise sequencing of skills—mirroring, labeling, and paraphrasing—required to guide your counterpart to this pivotal moment. The simulation in this module will challenge you to synthesize your learning to achieve a “That’s right,” demonstrating your mastery of tactical empathy and fundamentally shifting the tone of the negotiation.
- Introduction
- “That’s Right”
- Using “That’s Right”
- Simulation
Module 6: Bend Their Reality
This module moves into more assertive territory, teaching you how to shape the other side’s perception of what is possible. The first lesson is to reject the idea of compromise; instead, you’ll learn how to anchor expectations and reframe the value of what you offer. Voss reveals how to use deadlines to your advantage, turning their urgency into your leverage. You’ll also be introduced to the strategic use of the “F-word”—Fair. Understanding how people react to the concept of fairness allows you to frame your proposals in a way that feels equitable and irresistible. A key part of this module is dedicated to uncovering the emotional drivers that truly motivate the other party, moving beyond their stated positions to address their core needs. This includes a specific lesson on how to get a better salary by applying these principles in a performance review or job offer negotiation.
- Don’t Compromise
- Deadlines
- The F-Word
- Emotional Drivers
- Get a Better Salary
- Summary
- Simulation
Module 7: Create the Illusion of Control
People need to feel in control. This module teaches you how to give them that feeling while you guide the negotiation toward your desired outcome. The key tool here is the Calibrated Question™—an open-ended, “How” or “What” question that forces the other side to think and stops them from saying “No.” By asking, “How am I supposed to do that?” or “What are we trying to achieve here?” you defer the problem-solving to them, making them your partner in finding a solution. This module teaches you how to formulate these questions to overcome resistance, uncover information, and gently nudge the other party in your direction. You’ll learn to suspend your own disbelief and focus on calibrating the conversation, using questions to navigate obstacles and keep the dialogue moving forward constructively. The simulation will test your ability to use calibrated questions to turn a hard “No” into a collaborative problem-solving session.
- The Other Side
- Suspend Unbelief
- Calibrate
- Summary
- Simulation
Module 8: Guarantee Execution
A great agreement is useless if it’s not implemented. This module focuses on ensuring that the deal you make sticks. It starts by dissecting the different types of “Yes”—the counterfeit, the confirmation, and the commitment. You’ll learn how to distinguish between them and how to use a “How” question to guarantee execution. For example, “How do we ensure this gets done?” forces the other side to lay out the specific steps, creating a plan they are psychologically invested in. The module also covers how to deal with liars, jerks, and difficult personalities by using these same techniques to maintain control and uncover the truth. You’ll be introduced to the 7-38-55% rule, which highlights the overwhelming importance of non-verbal cues, and learn how to read body language and tone to get the full picture. Finally, you’ll see how to turn these skills around to use them on yourself, ensuring you stay grounded and effective.
- “Yes” and “How”
- Liars, Jerks and Everyone Else
- Influence
- The 7-38-55%
- Turning it Around
- Summary
- Simulation
Module 9: Bargain Hard
This module provides a concrete, step-by-step system for the haggling and bargaining phase of a negotiation. It begins by helping you identify your own negotiation style—Analyst, Accommodator, or Assertive—and how to adapt to the style of your counterpart. You’ll learn the art of “taking a punch”—how to receive an extreme offer without reacting emotionally—and how to prepare for the inevitable give-and-take. The centerpiece of this module is the Ackerman Bargaining method, a precise system for making offers that is designed to be fair, psychologically effective, and prevent you from overpaying. This technique involves setting your target price, making your first offer at 65% of that price, and using calculated increments and decreases in your offer size to anchor the final number in your favor. The simulation provides a safe space to practice this entire bargaining sequence, building your confidence for any real-world haggle.
- Introduction
- What Type are You
- Taking a Punch
- Punching Back
- Ackerman Bargaining
- Simulation
Module 10: Find the Black Swan
The Black Swan is the unknown unknown—the piece of information that, once revealed, can completely change the landscape of the negotiation. This module is about discovering and leveraging these hidden gems. You’ll learn that leverage is not just about what you have, but what you know about the other side. The course outlines three types of leverage: Positive (the ability to give someone what they want), Negative (the ability to hurt someone), and Normative (using your opponent’s norms to bring them into alignment). A critical skill for finding Black Swans is to “know their religion”—to understand the deep-seated beliefs and motivations that drive their behavior. Voss also highlights the three common mistakes negotiators make that prevent them from finding Black Swans. This module culminates in a final, comprehensive simulation that challenges you to use everything you’ve learned to navigate a complex scenario and uncover the hidden leverage that guarantees a successful outcome.
- Leverage
- Three Types of Leverage
- Know Their Religion
- Mistakes #1, #2, #3
- Overcoming Fear
- Final Simulation
Module 11: Hostage Negotiator-Leadership
This module bridges the gap from individual negotiation tactics to overarching leadership philosophy. Voss demonstrates how the principles of hostage negotiation translate directly into effective leadership. The core framework is about understanding that leadership isn’t about authority; it’s about influence and empathy. The central tenet, “It’s Not About You,” teaches leaders to suspend their own ego and focus entirely on the perspectives, needs, and motivations of their team. By applying tactical empathy, leaders can inspire loyalty, resolve conflicts, and foster an environment of psychological safety where people feel heard and valued. This module reframes leadership as an act of service and profound understanding, providing a powerful new model for anyone who manages or influences others.
- Introduction
- The Framework
- “It’s Not About You”
Module 12: Ego Authority Failure
The final module tackles the three biggest derailers of any negotiation or leadership interaction: Ego, Authority, and Failure. It shows how an unchecked ego can blind you to critical information, how a rigid display of authority can create resistance, and how a fear of failure can prevent you from taking the necessary risks. The solution, once again, is tactical empathy. You’ll learn how to engage and defuse tense situations by understanding the emotional drivers at play. The module covers the proper sequencing of skills—mirroring, labeling, and calibrated questions—to elicit a predictable and productive human nature response. By mastering these techniques, you can navigate the most challenging personalities and situations, turning potential confrontations into opportunities for collaboration and success. The final scenario ties all these concepts together, solidifying your ability to lead and negotiate with emotional intelligence.
- Engaging and Defusing with Tactical Empathy
- Sequencing and Human Nature Response
- Calibrated Questions and Paraphrasing
- Summary
- Scenario
Real-World Applications and Success Stories
The techniques taught in the Chris Voss – Never Split the Difference Negotiation Course are not abstract theories; they are practical tools with immediate, real-world applications. In the business world, a sales manager can use calibrated questions to turn a client’s “We don’t have the budget” into a collaborative discussion about finding creative solutions. An entrepreneur can use an accusation audit before a big investor pitch, saying, “You’re probably thinking my valuation is too high and my projections are unrealistic,” which disarms the investors and makes them more receptive. A project manager facing a team member’s resistance to a new deadline can use labeling to say, “It seems like you’re worried about the quality of the work if we rush,” opening a dialogue about how to meet the timeline without sacrificing standards. These hostage negotiation strategies are designed for the pressures of the modern workplace. Success stories from students of these techniques are both numerous and compelling. Consider the sales professional who was consistently losing deals to a lower-priced competitor. After implementing the Ackerman bargaining model and learning to bend the client’s reality by focusing on value instead of price, they not only started closing more deals but did so at a 15% higher average contract value. Another story involves a software developer who, after years of being passed over for promotion, used the skills for getting a raise negotiation. By preparing with an accusation audit and using tactical empathy to understand her manager’s constraints, she articulated her value so effectively that she received a promotion and a 20% salary increase. Even in personal life, individuals report successfully using mirroring and labeling to de-escalate conflicts with spouses and children, leading to more harmonious and understanding relationships. These stories prove that the principles of the Chris Voss – Never Split the Difference Negotiation Course are universally applicable and profoundly transformative.Pricing
>Investing in your negotiation skills is one of the highest-return investments you can make in your career and personal life. The Chris Voss – Never Split the Difference Negotiation Course is structured as a one-time purchase, giving you lifetime access to all course materials, including all future updates. This ensures you can revisit the modules and simulations whenever you need a refresher.- One-Time Payment: Gain lifetime access to the complete course library, including all 12+ modules, over 8 hours of video content, downloadable summaries, and the full suite of interactive role-playing simulations.
Pros and Cons
Pros
- Taught by a World-Renowned Expert: Learning directly from Chris Voss, a former FBI lead international kidnapping negotiator, provides unparalleled credibility and real-world authority.
- Field-Tested, Practical Techniques: The strategies are not academic theories; they are proven tools developed and refined in life-or-death situations, making them incredibly effective in business and life.
- Interactive Simulations for Practice: The course goes beyond theory with hands-on, role-playing scenarios that allow you to build confidence and muscle memory in a risk-free environment.
- Comprehensive and In-Depth Curriculum: With over a dozen modules, the course covers every facet of negotiation, from foundational empathy to advanced bargaining and finding leverage.
- Widely Applicable Skills: The lessons are universal, providing immense value for sales professionals, business leaders, employees, and anyone looking to improve their personal and professional communication.
- Builds on a Bestselling Book with New Content: It takes the core concepts of “Never Split the Difference” and expands on them with updated approaches and deeper dives, offering significant value even to those who have read the book.
Cons
- Premium Price Point: As a specialized, high-value course from a top expert, the investment may be significant compared to more generic negotiation training programs.
- Requires a Substantial Time Commitment: With over 8 hours of content plus practice simulations, completing the course properly demands a dedicated investment of time and focus.
- Techniques Can Feel Counterintuitive: The methods, like embracing “No” and using tactical empathy, can go against ingrained social habits and may feel awkward to apply initially without practice.
- Self-Paced Format Requires Discipline: The lack of a structured schedule with live instructors means students must be self-motivated to complete the modules and do the work.
- Specific to Voss’s Methodology: The course teaches one specific, albeit highly effective, style of negotiation. It may not be the best fit for individuals seeking a more eclectic or purely academic approach.
- May Be Intense for Casual Learners: The depth and psychological intensity of the material, drawn from hostage negotiations, might be more than what someone looking for basic tips is prepared for.
FAQs
How is this online course different from the “Never Split the Difference” book?
The course takes the core concepts from the book to a much deeper level. It includes over 8 hours of video content from Chris Voss, brand new and updated strategies not found in the book, and—most importantly—fully interactive role-playing simulations that allow you to practice the techniques in a safe environment. The book is the what; the course is the how.
Do I need any prior negotiation experience to take this course?
Absolutely not. The Chris Voss – Never Split the Difference Negotiation Course is designed for individuals at all skill levels, from complete beginners to experienced negotiators. It starts with foundational concepts and builds systematically, making it accessible and valuable for everyone.
How long do I have access to the course materials after I purchase?
The course is typically offered with a one-time payment that includes lifetime access. This means you can go through the materials at your own pace and revisit the modules, videos, and simulations whenever you need a refresher.
Are these negotiation techniques ethical to use in business and personal life?
Yes, the techniques are rooted in tactical empathy and understanding, not manipulation. The goal is to foster better communication, uncover hidden needs, and find solutions that work for both parties. It’s about creating a clearer, more honest dialogue, which is a cornerstone of ethical and effective negotiation.
Can I apply these skills outside of a professional business context?
Definitely. Negotiation is a fundamental part of human interaction. These skills are highly effective in personal situations, such as discussing family matters, communicating with a partner, or making a large purchase like a car or a home. They are tools for better communication in any context.
What if I start the course and find it’s not right for me?
Most high-quality online courses, including this one, typically offer a money-back guarantee within a certain period (e.g., 30 days). It’s always best to check the specific terms and conditions on the official website to understand the exact refund policy before purchasing.
