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Mock Negotiation: Rival

Chris Voss

Lesson time 8:01 min

The hardest thing to reconcile in a negotiation is opposing views. Chris shows you how to handle competing agendas without alienating the other side.

Chris Voss
Teaches The Art of Negotiation
Former FBI lead hostage negotiator Chris Voss teaches you communication skills and strategies to help you get more of what you want every day.
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[MUSIC PLAYING] - All right, so in this negotiation scenario, we're peers. We're both on a local city council. You are a longtime public servant. You wanted to be in city council ever since you were a teenager. I, on the other hand, and some businessmen who recently sold this business, made a lot of money, decided I want to give back to the community, got myself onto the city council. You, being a longtime public servant, believe in the importance of infrastructure. Roads, bridges, infrastructure. The businessman is into education. I am into education. $50,000 has become available for appropriation. It can't be split. And you and I have to talk about how we're going to vote, whether or not we want a deal for your infrastructure projects, or my education projects. Any questions? - No. - All right. So Pam, we got a challenge in front of us. $50,000, a lot of money. - Right, we could use it. - It could do a lot of good. - Mm-hm. - I know that I seem like some Johnny-come-lately do-gooder who doesn't know anything about government. I was out busy running round in the private sector, probably ripping people off, making my millions. And after I sheared people and did all this stuff that they do in the private sector, and I cashed out, here I am, trying to tell everybody else how to live their life. Seems pretty ridiculous, doesn't it? - Yeah. Actually, yeah. It does. - And I show up late, and you've been dedicated to this your whole life. And I'm trying to tell you what to do, and I'm trying to tell you how to run the world. And I just got here, I'm an intruder, I'm an invader. I don't know what the hell's going on, and I think I want to go run off with this money. - Yeah. Exactly. - So, what do you think? How do we work our way through this? - Well, I think that the city needs to spend $50,000 on infrastructure. Our roads are a disaster. The bridges are coming down. I'm getting phone calls about how people's property values are going down. - So people are worried about the current state of affairs because the government hasn't been doing its job? - Right, yeah. - And now it's time to pick it up, and for government to finally step up and do its job. - Right. - So to throw a Band-Aid on it. - Well, I wouldn't say a Band-Aid. I would say to repair. Repair the roads, repair the bridges. - How does that build our future? - Well, people's property values are going down. If we can get more people to come here, property values go up, property taxes go up. And then we can get more income. If property taxes go up. The roads are neglected, OK? - So we're looking for a solution that actually sort of continues to reinvest upon itself. Because you said it's important that we find a way to help bring property taxes, or bring in more income for the city. - Right. And so we're trying to bring more value to the city, and we got to decide where that value is. - Rig...

Take control of the outcome

As an FBI hostage negotiator, Chris Voss persuaded terrorists, bank robbers, and kidnappers to see things his way. Now he’s teaching you his field-tested strategies to help you in everyday negotiations, whether you’re aiming to improve your salary, the service you receive, or your relationships. Get stronger communication skills, game-changing insights into human nature, and more of what you want out of life.


Students give MasterClass an average rating of 4.7 out of 5 stars.

This was such an important masterclass. My favorite so far. It has helped me think I could be a lot more collaborative than I really am. Thank you so much for this content.

I have been a buyer for 11 years and I know how important the negotiations are but this course shows me the true usefulness of them in my daile life

Found this teaching very informative. Have been using some of his tips in communication and it really is helpful.

Amazing, inspiring, extremely valuable, will watch it again!



As an illustration was very good and demonstrated all the skills he had talked about quite well.

A fellow student

At first, I thought that the actress gave up too early and that she could have made better arguments to challange Chris' position. However, I remembered that negotiation (according to Chris) isn't about who makes the best point or who provides the facts. It's about managing emotions of the opposition. So basically, she felt comfortable, appreciated and acknowledged which led her to a comfortable withdraw. She might have even concluded in her mind that Chris' proposal is what she should have had in her mind all along. That's the "jedi mind" trick for you.

A fellow student

As an example, it is perfectly fine. However, it would have been interesting to swap the situation, meaning Chris defending the road works... In that case, the opponent really want the well-being of the community, so it is not really difficult to convince her that injecting money in people development is a way better alternative than injecting it in infrastructure that will anyway need maintenance in a few years time.

Bernardo F.

Not bad, I like this scenarios where we get to see all together. However, I'd love to see a negotiation against someone who knows those skills, or even more. What to do on those situations?

Yasmine H.

I love this guy, he is a master of his field and one day I will attend one of his programs and may be someday work in his company.

A fellow student

Chris have good conceptual ideas and principles on negotiation. He needs to have variety in his presentation classes which are monotonous to me. He is seated in the same chair in all the lessons... Walk around, use some real examples and look for real live coaching sessions.

Simon D.

my favorite masterclass to date!!! I feel like many of these techniques are applicable when we assume both parties are coming to negotiate in good faith about a common goal. what happens when there is no common goal & one half is acting in self interest ? for example if the engineer didn't care for the roads and the well-being of town residents, but wanted to money so she could keep her job & funding for her department.

Leonard R.

Good lesson, yes. I would have said we have a bridge older than the one that collapsed in Minnesota. That bridge needs to be fixed.

Carlos D.

Very interesting demonstration in my opinion. You could argue, of course, that his counterpart could have been tougher, but I think this illustrates very well the techniques he had been explaining. There were some very clever moves, like the CQ "How does that build our future?" or the very well timed label "But it sounds like you still have misgivings".

A fellow student

These examples with this lady are so bad.... almost primitive! I would love to see someone better in negotiation in front of Mr. Voss.