225: His Book Made Me $25,000. Then I Got Him on the Phone with Chris Voss
On The Modern Man Podcast, host Ted Phaeton interviews former FBI negotiator and “Never Split the Difference” author Chris Voss, after Phaeton said Voss's book helped him add $25,000 to a single contract. Voss discusses tactical empathy, why he thinks “win-win” compromise leaves both sides unhappy, the late-night FM DJ voice, and a Chase Manhattan Bank standoff he says led a gunman to say “I trust you” in about 90 seconds. He also talks through two switches to flip before a hard conversation — curiosity and gratitude — and the difference between hearing “that's right” and “you're right.” The episode was published Oct. 23, 2026.
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