”If you’re explaining, you’re losing.” In this episode, we sit down with legendary FBI hostage negotiator and author of Never Split the Difference, Chris Voss. He reveals why your ”elevator pitch” is likely failing, how to use the power of ”No” to get what you want, and the neuroscience-backed secrets to winning any business deal or fixing any relationship.Chris shares his ”Accusations Audit” technique and explains why emotional intelligence—not logic—is the true key to human persuasion. If you've ever felt like you were ”vomiting words” in a high-pressure meeting, this conversation is your antidote.Subscribe to my newsletter: https://www.mahmoudkhodor.comConnect with Chris Voss:🌐 Website: blackswanltd.com📘 Book: Never Split the DifferenceIn this episode, you’ll learn:Why silence is your most powerful diagnostic tool.How to disarm an adversary by letting them ”mentor” you.The ”HALT” method for knowing exactly when to walk away from a deal.🕒 Episode Chapters00:00 – The 6-Second Rule: Why Explaining is Losing01:24 – The Sequencing Secret: Listening vs. Explaining02:41 – The Power of ”That’s Right” and Being Corrected03:52 – Logic vs. Emotion: What Actually Drives Decisions?05:51 – The Academic Trap: Why Being ”Eloquent” Fails06:30 – How to Fix Your Elevator Pitch (The Accusations Audit)07:43 – The Inoculation Effect: Warning People of ”Harsh” News10:19 – How Chris Voss Disarmed Kevin O’Leary at a Staircase13:00 – Lessons from the Philippines: The ”Team” on the Other Side16:34 – The Power of the Obvious Question18:52 – Why You Should Start with ”No” (The Autonomy Principle)21:23 – Case Study: Using ”No” to Save an FBI Career23:37 – What Emotions Are People Most Blind To?25:20 – 3 Steps to Becoming a Better Negotiator Tomorrow28:14 – Weaponizing Your Name: The ”I'm Chris” Technique30:06 – Labeling: The Neuroscience of Diminishing Fear34:02 – Influence vs. Manipulation: What’s the Difference?35:20 – When to Walk Away: Identifying ”H.A.L.F.” Clients38:58 – How Negotiation Skills Can Take You to Private Jets