title
Chris Voss: FBI Hostage Negotiator | Lex Fridman Podcast #364

description
Chris Voss is a former FBI hostage and crisis negotiator and author of Never Split the Difference: Negotiating As If Your Life Depended On It. Please support this podcast by checking out our sponsors: - Shopify: https://shopify.com/lex to get free trial - Indeed: https://indeed.com/lex to get $75 credit - InsideTracker: https://insidetracker.com/lex to get 20% off EPISODE LINKS: Chris's Instagram: https://instagram.com/thefbinegotiator Chris's Twitter: https://twitter.com/fbinegotiator Chris's Website: https://blackswanltd.com Chris's Masterclass: https://masterclass.com/classes/chris-voss-teaches-the-art-of-negotiation Never Split the Difference (book): https://amzn.to/3J5scNC PODCAST INFO: Podcast website: https://lexfridman.com/podcast Apple Podcasts: https://apple.co/2lwqZIr Spotify: https://spoti.fi/2nEwCF8 RSS: https://lexfridman.com/feed/podcast/ Full episodes playlist: https://www.youtube.com/playlist?list=PLrAXtmErZgOdP_8GztsuKi9nrraNbKKp4 Clips playlist: https://www.youtube.com/playlist?list=PLrAXtmErZgOeciFP3CBCIEElOJeitOr41 OUTLINE: 0:00 - Introduction 0:59 - Negotiation 6:50 - Reason vs Emotion 21:45 - How to listen 30:35 - Negotiation with terrorists 32:43 - Brittney Griner 34:21 - Putin and Zelenskyy 41:41 - Donald Trump 48:52 - When to walk away 53:06 - Israel and Palestine 1:00:45 - Al-Qaeda 1:06:15 - Three voices of negotiation 1:14:40 - Strategic umbrage 1:17:46 - Mirroring 1:20:57 - Labeling 1:28:24 - Exhaustion 1:30:38 - The word "fair" 1:33:34 - Closing the deal 1:35:32 - Manipulation and lying 1:37:26 - Conversation vs Negotiation 1:48:45 - The 7-38-55 Rule 1:52:45 - Chatbots 2:02:07 - War 2:03:39 - Advice for young people SOCIAL: - Twitter: https://twitter.com/lexfridman - LinkedIn: https://www.linkedin.com/in/lexfridman - Facebook: https://www.facebook.com/lexfridman - Instagram: https://www.instagram.com/lexfridman - Medium: https://medium.com/@lexfridman - Reddit: https://reddit.com/r/lexfridman - Support on Patreon: https://www.patreon.com/lexfridman

detail
{'title': 'Chris Voss: FBI Hostage Negotiator | Lex Fridman Podcast #364', 'heatmap': [], 'summary': "Former fbi hostage negotiator chris voss shares insights on negotiation, empathy's power, strategies for dealing with terrorists and world leaders, negotiation dynamics, flaws in data analysis, effective negotiation strategies, and ai's role in negotiations and life's meaning.", 'chapters': [{'end': 534.768, 'segs': [{'end': 82.549, 'src': 'embed', 'start': 54.831, 'weight': 1, 'content': [{'end': 58.152, 'text': "And now, dear friends, here's Chris Voss.", 'start': 54.831, 'duration': 3.321}, {'end': 62.533, 'text': 'What is it like negotiating for a hostage with a kidnapper?', 'start': 59.431, 'duration': 3.102}, {'end': 64.375, 'text': 'What is the toughest part of that process?', 'start': 62.794, 'duration': 1.581}, {'end': 72.041, 'text': 'The toughest part is if it looks bad from the beginning and you gotta engage in a process anyway.', 'start': 65.916, 'duration': 6.125}, {'end': 74.203, 'text': 'What are the factors that make it bad?', 'start': 72.701, 'duration': 1.502}, {'end': 76.705, 'text': 'That makes you nervous.', 'start': 75.464, 'duration': 1.241}, {'end': 82.549, 'text': "that if you were to observe a situation where there's general negotiation or it's a hostage negotiation,", 'start': 76.705, 'duration': 5.844}], 'summary': 'Chris voss discusses negotiating with kidnappers, emphasizing the challenge of engaging in the process despite initial negativity.', 'duration': 27.718, 'max_score': 54.831, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc5454831.jpg'}, {'end': 227.093, 'src': 'embed', 'start': 199.249, 'weight': 2, 'content': [{'end': 202.172, 'text': 'And it was hard dealing with the families at the time.', 'start': 199.249, 'duration': 2.923}, {'end': 206.396, 'text': 'Can you negotiate in public versus like a direct channel in private? Oh, yeah.', 'start': 202.352, 'duration': 4.044}, {'end': 208.178, 'text': 'Bad guys pick the media.', 'start': 206.936, 'duration': 1.242}, {'end': 210.8, 'text': "They're making statements in the media.", 'start': 209.259, 'duration': 1.541}, {'end': 212.362, 'text': "And that's a big clue.", 'start': 211.481, 'duration': 0.881}, {'end': 213.363, 'text': "They're a channel of choice.", 'start': 212.402, 'duration': 0.961}, {'end': 216.828, 'text': 'Tells you an awful lot.', 'start': 215.748, 'duration': 1.08}, {'end': 221.971, 'text': "And if they're choosing the media, then that means there's people they're trying to appeal to.", 'start': 217.329, 'duration': 4.642}, {'end': 225.252, 'text': "That means in their view, there's such a thing as good media.", 'start': 221.991, 'duration': 3.261}, {'end': 227.093, 'text': "So if there's good media, there's bad media.", 'start': 225.312, 'duration': 1.781}], 'summary': "Negotiating in public vs private, media as bad guys' channel of choice.", 'duration': 27.844, 'max_score': 199.249, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54199249.jpg'}, {'end': 270.038, 'src': 'embed', 'start': 243.804, 'weight': 3, 'content': [{'end': 248.97, 'text': 'How do you enumerate not enumerate, quantify the value of human life?', 'start': 243.804, 'duration': 5.166}, {'end': 252.975, 'text': "Yeah, it's like beauty seeing the eye of the beholder.", 'start': 249.13, 'duration': 3.845}, {'end': 258.944, 'text': 'So that was the first lesson on any hostage negotiation, really any negotiation.', 'start': 254.338, 'duration': 4.606}, {'end': 262.368, 'text': "Like it doesn't matter what it is to you, matters what it is to the other side.", 'start': 259.324, 'duration': 3.044}, {'end': 270.038, 'text': 'One of the things, especially in your conversation I listened to with Andrew, by the way, you guys.', 'start': 262.448, 'duration': 7.59}], 'summary': 'Value of human life is subjective in negotiations.', 'duration': 26.234, 'max_score': 243.804, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54243804.jpg'}, {'end': 311.855, 'src': 'embed', 'start': 288.96, 'weight': 4, 'content': [{'end': 296.708, 'text': "in every negotiation, whether it's over a car, a house, collaboration in your company with the bad guys.", 'start': 288.96, 'duration': 7.748}, {'end': 305.878, 'text': "How does the other side see it? Now, the nice thing about kidnapping for ransom, if there if there's an actual ransom demand, it's an actual demand.", 'start': 297.429, 'duration': 8.449}, {'end': 309.752, 'text': "is it's a mercenary's business.", 'start': 308.11, 'duration': 1.642}, {'end': 311.855, 'text': "They're gonna take what they could get.", 'start': 310.233, 'duration': 1.622}], 'summary': "In negotiations, the other side's perspective is crucial, as with ransom demands, where the mercenary mindset prevails.", 'duration': 22.895, 'max_score': 288.96, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54288960.jpg'}, {'end': 417.515, 'src': 'embed', 'start': 388.837, 'weight': 0, 'content': [{'end': 393.461, 'text': 'So the key to kidnapping negotiations are the feelings of the bad guys.', 'start': 388.837, 'duration': 4.624}, {'end': 396.143, 'text': "We're talking about feelings, kidnappers' feelings.", 'start': 393.501, 'duration': 2.642}, {'end': 401.454, 'text': "which drives everything, doesn't matter what human endeavor it is.", 'start': 397.307, 'duration': 4.147}, {'end': 405.961, 'text': "So it's not reason, it's emotion.", 'start': 401.474, 'duration': 4.487}, {'end': 408.405, 'text': "There's no such thing as reason.", 'start': 407.203, 'duration': 1.202}, {'end': 417.515, 'text': 'I should say, for a little bit of context, I just talked yesterday with a guy named Sam Harris.', 'start': 410.65, 'duration': 6.865}], 'summary': "Kidnapping negotiations hinge on kidnappers' emotions, not reason. emotions drive everything, as discussed with sam harris.", 'duration': 28.678, 'max_score': 388.837, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54388837.jpg'}, {'end': 475.824, 'src': 'embed', 'start': 445.147, 'weight': 6, 'content': [{'end': 449.748, 'text': 'And the two fine lines I would draw is, first, what is your definition of empathy?', 'start': 445.147, 'duration': 4.601}, {'end': 454.029, 'text': 'And then, secondly, how do people actually make up their minds?', 'start': 449.768, 'duration': 4.261}, {'end': 456.07, 'text': "And I'm gonna flip it.", 'start': 454.87, 'duration': 1.2}, {'end': 457.811, 'text': "I'm gonna go with how people make up their minds.", 'start': 456.09, 'duration': 1.721}, {'end': 459.431, 'text': 'You make up your mind based on what you care about.', 'start': 457.851, 'duration': 1.58}, {'end': 466.201, 'text': 'Period That makes reason emotion-based.', 'start': 460.56, 'duration': 5.641}, {'end': 469.342, 'text': 'What do you care about? You start with what you care about.', 'start': 467.142, 'duration': 2.2}, {'end': 475.824, 'text': 'You see some guy swimming out in off the coast of the ocean and you see a shark coming up behind him.', 'start': 469.882, 'duration': 5.942}], 'summary': 'Empathy defined as caring, influences decision-making process.', 'duration': 30.677, 'max_score': 445.147, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54445147.jpg'}], 'start': 0.269, 'title': 'Negotiation insights and understanding bad guys', 'summary': "Emphasizes the importance of understanding kidnappers' and bad guys' feelings in negotiation, addressing challenges in hostage negotiation and the impact of public versus private negotiation. it challenges the traditional view of reason over empathy and is illustrated by former fbi hostage negotiator chris voss.", 'chapters': [{'end': 287.158, 'start': 0.269, 'title': 'Kidnapping negotiation insights', 'summary': "Discusses the importance of understanding the kidnappers' feelings in negotiation, the challenges faced in hostage negotiation, and the impact of public versus private negotiation, as illustrated by former fbi hostage negotiator chris voss.", 'duration': 286.889, 'highlights': ["Understanding kidnappers' feelings is crucial in negotiation, as their emotions drive the negotiation process. Kidnapping negotiations are heavily influenced by the feelings of the bad guys, driving the negotiation process.", 'The toughest part of hostage negotiation is engaging in the process when the situation looks bad from the beginning. Engaging in the negotiation process becomes challenging when the situation appears unfavorable from the outset.', "Public versus private negotiation and the impact of media choice provide valuable clues in understanding the kidnappers' strategy and intentions. The choice of media by kidnappers provides insight into their strategy and the audience they are trying to appeal to, affecting the negotiation process.", 'Quantifying the value of human life in negotiations is subjective and depends on the perspective of the other side. The value of human life in negotiations is subjective and dependent on the perspective of the other party, emphasizing the importance of understanding their viewpoint.']}, {'end': 534.768, 'start': 288.96, 'title': 'Negotiating with bad guys', 'summary': 'Discusses the importance of understanding the feelings of bad guys in negotiations, emphasizing that reason is emotion-based and people make decisions based on what they care about, challenging the traditional view of reason over empathy.', 'duration': 245.808, 'highlights': ['Kidnappers are adept at assessing how much money someone has and how quickly they can access it. Kidnappers are skilled at gauging the financial capability of their targets, influencing their ransom demands.', 'The value of human life to kidnappers depends on what they can obtain, not reason but emotion. Kidnappers determine the value of human life based on the potential gains they can achieve, driven by emotion rather than reason.', "The chapter challenges the traditional view of reason over empathy, asserting that people make decisions based on what they care about. The chapter presents a paradigm shift by highlighting the role of empathy in decision-making, emphasizing that people's choices are influenced by their emotional investment."]}], 'duration': 534.499, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54269.jpg', 'highlights': ["Understanding kidnappers' feelings is crucial in negotiation, as their emotions drive the negotiation process.", 'The toughest part of hostage negotiation is engaging in the process when the situation looks bad from the beginning.', "Public versus private negotiation and the impact of media choice provide valuable clues in understanding the kidnappers' strategy and intentions.", 'Quantifying the value of human life in negotiations is subjective and depends on the perspective of the other side.', 'Kidnappers are adept at assessing how much money someone has and how quickly they can access it.', 'The value of human life to kidnappers depends on what they can obtain, not reason but emotion.', 'The chapter challenges the traditional view of reason over empathy, asserting that people make decisions based on what they care about.']}, {'end': 1174.1, 'segs': [{'end': 629.963, 'src': 'embed', 'start': 559.06, 'weight': 0, 'content': [{'end': 566.135, 'text': 'So then when I was with the FBI and I first started collaborating with Harvard, Bob Mnookin wrote a book Beyond Winning.', 'start': 559.06, 'duration': 7.075}, {'end': 569.377, 'text': 'Second chapter is The Tension Between Empathy and Assertiveness.', 'start': 566.756, 'duration': 2.621}, {'end': 574.019, 'text': "Still the best chapter on empathy I've ever read anywhere.", 'start': 571.218, 'duration': 2.801}, {'end': 579.122, 'text': 'And Bob writes in his book, Bob was the head of the program on negotiation.', 'start': 575.7, 'duration': 3.422}, {'end': 585.565, 'text': "He's also agreed to be interviewed for a documentary about me and my company.", 'start': 579.342, 'duration': 6.223}, {'end': 588.526, 'text': "that hasn't been released yet, but it should be released sometime this year.", 'start': 585.565, 'duration': 2.961}, {'end': 591.487, 'text': "What's the name of the documentary? Tactical Empathy.", 'start': 588.666, 'duration': 2.821}, {'end': 592.568, 'text': 'Good name.', 'start': 592.208, 'duration': 0.36}, {'end': 601.683, 'text': "So Bob's definition of empathy said not agreeing or even liking the other side.", 'start': 594.198, 'duration': 7.485}, {'end': 604.645, 'text': "Don't even gotta like them, don't gotta agree with them.", 'start': 602.764, 'duration': 1.881}, {'end': 611.41, 'text': "Just straight understanding where they're coming from and articulating it, which requires no agreement whatsoever.", 'start': 604.725, 'duration': 6.685}, {'end': 621.339, 'text': 'That becomes a very powerful tool, like ridiculously powerful, and if sympathy or compassion or agreement are not included,', 'start': 613.115, 'duration': 8.224}, {'end': 622.619, 'text': 'you can be empathic with anybody.', 'start': 621.339, 'duration': 1.28}, {'end': 629.963, 'text': 'I was thinking about this when I was getting ready to sit down and talk to you, because you use the word empathy a lot.', 'start': 622.679, 'duration': 7.284}], 'summary': 'Fbi collaborates with harvard, discusses empathy and documentary, tactical empathy.', 'duration': 70.903, 'max_score': 559.06, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54559060.jpg'}, {'end': 997.014, 'src': 'embed', 'start': 969.509, 'weight': 2, 'content': [{'end': 976.573, 'text': "I think people, my experience, as a layman, is that empathy's not got a downside.", 'start': 969.509, 'duration': 7.064}, {'end': 982.562, 'text': "That you don't need me to act like I'm on your side for us to make a great deal.", 'start': 977.436, 'duration': 5.126}, {'end': 984.223, 'text': 'Great deal.', 'start': 983.643, 'duration': 0.58}, {'end': 988.487, 'text': "Well, we'll talk about two things, a great deal and a great conversation.", 'start': 984.243, 'duration': 4.244}, {'end': 995.272, 'text': "They're often going to be the same thing, but at times they're going to be different.", 'start': 989.247, 'duration': 6.025}, {'end': 997.014, 'text': 'You mentioned Vladimir Putin.', 'start': 995.793, 'duration': 1.221}], 'summary': "Empathy has no downside; it's essential for great deals and conversations.", 'duration': 27.505, 'max_score': 969.509, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54969509.jpg'}, {'end': 1127.324, 'src': 'embed', 'start': 1097.164, 'weight': 5, 'content': [{'end': 1098.525, 'text': 'So students want to role play with them.', 'start': 1097.164, 'duration': 1.361}, {'end': 1100.686, 'text': "You know, they dispute, you know, let's do a negotiation.", 'start': 1098.545, 'duration': 2.141}, {'end': 1105.989, 'text': "Every single time you'd go to pick a point in the future where we're both happy.", 'start': 1100.726, 'duration': 5.263}, {'end': 1110.678, 'text': "10 years, 20 years from now, and let's work our way back.", 'start': 1107.857, 'duration': 2.821}, {'end': 1113.019, 'text': 'Now hostage negotiator, same thing.', 'start': 1110.938, 'duration': 2.081}, {'end': 1122.302, 'text': "I call into a bank, bad guy picks up on the phone, and I'm gonna say, I want you to live.", 'start': 1114.159, 'duration': 8.143}, {'end': 1127.324, 'text': 'I wanna see you survive this.', 'start': 1124.183, 'duration': 3.141}], 'summary': 'Students engage in negotiation role play, aiming for mutual satisfaction 10-20 years in the future. hostage negotiator emphasizes desire for survival.', 'duration': 30.16, 'max_score': 1097.164, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541097164.jpg'}], 'start': 536.189, 'title': 'The power of empathy', 'summary': "Delves into empathy's application in negotiation, understanding without agreement, and its impact in adversarial situations, demonstrated through the author's experiences with the fbi, terrorist cases, and hostage negotiations.", 'chapters': [{'end': 685.636, 'start': 536.189, 'title': "Empathy's power in understanding others", 'summary': "Discusses the definition of empathy, its application in negotiation and the profound impact of understanding without agreement, as exemplified by the author's experience with the fbi and a potential interview for a documentary.", 'duration': 149.447, 'highlights': ['The definition of empathy as understanding without agreement is highlighted, emphasizing its power in negotiation and its applicability in various situations.', "The author's collaboration with Harvard and the FBI, particularly the impactful book 'Beyond Winning' and the chapter on 'The Tension Between Empathy and Assertiveness', is mentioned, showcasing its significance in the field of negotiation.", 'The example of empathizing with Putin and understanding his perspective, despite not agreeing with him, demonstrates the practical application of empathy in challenging situations.', "The potential release of a documentary titled 'Tactical Empathy' and the author's interview with Bob Mnookin for the documentary, indicating the relevance and impact of empathy in the author's professional endeavors, is highlighted."]}, {'end': 1174.1, 'start': 685.656, 'title': "Empathy in understanding others' perspectives", 'summary': "Discusses the importance of empathy in understanding others' perspectives, particularly in adversarial situations and negotiations, emphasizing the value of demonstrating understanding without necessarily agreeing, with examples from a terrorist case and hostage negotiation, and the significance of envisioning a positive future together to influence decisions and actions.", 'duration': 488.444, 'highlights': ["The significance of empathy in understanding others' perspectives, particularly in adversarial situations and negotiations, is emphasized. The chapter underscores the importance of empathy in understanding the perspectives of others, especially in adversarial situations and negotiations.", 'Examples from a terrorist case and hostage negotiation illustrate the value of demonstrating understanding without necessarily agreeing. The examples from a terrorist case and hostage negotiation highlight the importance of demonstrating understanding without necessarily agreeing, particularly in sensitive and high-stakes situations.', 'The significance of envisioning a positive future together to influence decisions and actions is discussed, exemplified by role-playing negotiations and hostage situations. The chapter discusses the significance of envisioning a positive future together to influence decisions and actions, as demonstrated in role-playing negotiations and hostage situations.']}], 'duration': 637.911, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc54536189.jpg', 'highlights': ['The definition of empathy as understanding without agreement is highlighted, emphasizing its power in negotiation and its applicability in various situations.', "The author's collaboration with Harvard and the FBI, particularly the impactful book 'Beyond Winning' and the chapter on 'The Tension Between Empathy and Assertiveness', is mentioned, showcasing its significance in the field of negotiation.", 'The example of empathizing with Putin and understanding his perspective, despite not agreeing with him, demonstrates the practical application of empathy in challenging situations.', "The potential release of a documentary titled 'Tactical Empathy' and the author's interview with Bob Mnookin for the documentary, indicating the relevance and impact of empathy in the author's professional endeavors, is highlighted.", "The significance of empathy in understanding others' perspectives, particularly in adversarial situations and negotiations, is emphasized. The chapter underscores the importance of empathy in understanding the perspectives of others, especially in adversarial situations and negotiations.", 'Examples from a terrorist case and hostage negotiation illustrate the value of demonstrating understanding without necessarily agreeing. The examples from a terrorist case and hostage negotiation highlight the importance of demonstrating understanding without necessarily agreeing, particularly in sensitive and high-stakes situations.', 'The significance of envisioning a positive future together to influence decisions and actions is discussed, exemplified by role-playing negotiations and hostage situations. The chapter discusses the significance of envisioning a positive future together to influence decisions and actions, as demonstrated in role-playing negotiations and hostage situations.']}, {'end': 1702.478, 'segs': [{'end': 1262.075, 'src': 'embed', 'start': 1174.38, 'weight': 0, 'content': [{'end': 1175.48, 'text': "So it's a vision of the future.", 'start': 1174.38, 'duration': 1.1}, {'end': 1184.687, 'text': "So you have to try to paint a vision of the future that the person you're negotiating with will like, which is tough to do.", 'start': 1177.284, 'duration': 7.403}, {'end': 1189.809, 'text': 'Yeah, find out what their vision of the future is, and then remove yourself as a threat.', 'start': 1184.707, 'duration': 5.102}, {'end': 1194.491, 'text': 'Sure You know, if we can collaborate together, At all.', 'start': 1190.57, 'duration': 3.921}, {'end': 1201.996, 'text': 'If you think that I could do anything at all to help you to that point, and integrity is my currency.', 'start': 1194.892, 'duration': 7.104}, {'end': 1203.657, 'text': "I'm not going to lie to you, which gets back.", 'start': 1201.996, 'duration': 1.661}, {'end': 1204.777, 'text': 'before that.', 'start': 1203.657, 'duration': 1.12}, {'end': 1206.478, 'text': "I lied to you about whether or not I'm on your side.", 'start': 1204.777, 'duration': 1.701}, {'end': 1209.68, 'text': "Right now, at the moment, we're on opposite sides of the fence.", 'start': 1207.159, 'duration': 2.521}, {'end': 1213.202, 'text': "That's not going to stop us from being together in the future.", 'start': 1211.021, 'duration': 2.181}, {'end': 1217.445, 'text': "Inside, you're going to say, well, you didn't lie to me about today.", 'start': 1214.343, 'duration': 3.102}, {'end': 1219.206, 'text': "Maybe you won't lie to me about tomorrow.", 'start': 1217.825, 'duration': 1.381}, {'end': 1227.752, 'text': "So, going back to world leaders, for example, whether it's Vladimir Zelensky or Vladimir Putin,", 'start': 1221.129, 'duration': 6.623}, {'end': 1235.596, 'text': "you don't think it closes off their mind to show that you have a different opinion? Dependent upon when you showed it.", 'start': 1227.752, 'duration': 7.844}, {'end': 1243.66, 'text': "Are you arguing from the beginning or are you displaying understanding from the beginning? I don't think it stops you from being adversarial.", 'start': 1236.397, 'duration': 7.263}, {'end': 1244.901, 'text': 'That was the thing about..', 'start': 1244.16, 'duration': 0.741}, {'end': 1251.867, 'text': 'the chapter in his book, The Tension Between Empathy and Assertiveness.', 'start': 1248.725, 'duration': 3.142}, {'end': 1262.075, 'text': 'I remember reading that name of the chapter thinking like, eh, you know, in my business, there is no tension.', 'start': 1253.628, 'duration': 8.447}], 'summary': 'Negotiate by aligning with their vision of the future and showing integrity to build collaboration.', 'duration': 87.695, 'max_score': 1174.38, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541174380.jpg'}, {'end': 1313.679, 'src': 'embed', 'start': 1286.053, 'weight': 5, 'content': [{'end': 1295.96, 'text': 'So you emphasize the importance of, in terms of sequencing and priority of listening, of truly listening to the other person.', 'start': 1286.053, 'duration': 9.907}, {'end': 1298.321, 'text': "I'm sorry, what did you say? That was a bad joke, sorry.", 'start': 1296.38, 'duration': 1.941}, {'end': 1298.801, 'text': 'I forgot.', 'start': 1298.361, 'duration': 0.44}, {'end': 1302.604, 'text': 'Your timing is just perfect.', 'start': 1300.483, 'duration': 2.121}, {'end': 1304.625, 'text': 'How do you listen?', 'start': 1303.605, 'duration': 1.02}, {'end': 1308.196, 'text': 'How do you truly listen to another human being?', 'start': 1306.175, 'duration': 2.021}, {'end': 1309.057, 'text': 'How do you notice them?', 'start': 1308.236, 'duration': 0.821}, {'end': 1310.197, 'text': 'How do you really hear them?', 'start': 1309.117, 'duration': 1.08}, {'end': 1313.679, 'text': 'I always hated the term active listening.', 'start': 1311.598, 'duration': 2.081}], 'summary': 'Emphasize sequencing and priority of truly listening to others.', 'duration': 27.626, 'max_score': 1286.053, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541286053.jpg'}, {'end': 1473.149, 'src': 'embed', 'start': 1441.502, 'weight': 3, 'content': [{'end': 1447.007, 'text': 'Because we knew from hostage negotiation, by calling out the negativity, deactivate it,', 'start': 1441.502, 'duration': 5.505}, {'end': 1454.313, 'text': 'and then a number of neuroscience experiments have been done right and left by calling out negativity, deactivating the negativity.', 'start': 1447.007, 'duration': 7.306}, {'end': 1463.322, 'text': 'Calling out ahead of time, so like acknowledging that this is ahead of time that this is going to hurt.', 'start': 1456.215, 'duration': 7.107}, {'end': 1473.149, 'text': "The experiments that I've seen have been when the negativity was inflicted and then having the person that it was being inflicted upon simply identify it.", 'start': 1464.463, 'duration': 8.686}], 'summary': 'Acknowledging negativity deactivates it, as shown in neuroscience experiments.', 'duration': 31.647, 'max_score': 1441.502, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541441502.jpg'}], 'start': 1174.38, 'title': 'Negotiation strategies', 'summary': 'Covers negotiating a vision of the future, including building trust through integrity, understanding the influence on world leaders, and the linkage to future collaboration. it also delves into the significance of empathy enabling assertiveness, the priority of listening, and deactivating negativity through neuroscience and emotional intelligence.', 'chapters': [{'end': 1235.596, 'start': 1174.38, 'title': 'Negotiating a vision of the future', 'summary': "Discusses the importance of painting a vision of the future during negotiations, understanding the other party's vision, and building trust through integrity, emphasizing the impact on future collaboration and the influence on world leaders.", 'duration': 61.216, 'highlights': ["Understanding the other party's vision of the future and aligning it with the negotiation strategy is crucial for successful outcomes.", 'Building trust through integrity and demonstrating a commitment to collaboration can influence future partnerships and alliances.', 'The impact of showing a different opinion on world leaders like Vladimir Zelensky or Vladimir Putin can vary based on the timing and context of the presentation.']}, {'end': 1702.478, 'start': 1236.397, 'title': 'Empathy and assertiveness', 'summary': 'Emphasizes that empathy enables assertiveness, discusses the importance of sequencing and priority of listening, and explores the deactivation of negativity through neuroscience and emotional intelligence.', 'duration': 466.081, 'highlights': ['The chapter emphasizes that empathy enables assertiveness. The entire chapter argues that empathy puts you in a position to assert, contradicting the initial notion of tension between the two.', 'It discusses the importance of sequencing and priority of listening. Emphasizes the significance of truly listening to the other person, proactive listening, and the impact of timing in communication.', 'The deactivation of negativity through neuroscience and emotional intelligence is explored. Discusses how negativity can be deactivated by calling it out and citing neuroscience experiments where identifying negativity led to its deactivation.']}], 'duration': 528.098, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541174380.jpg', 'highlights': ["Understanding the other party's vision of the future and aligning it with the negotiation strategy is crucial for successful outcomes.", 'Building trust through integrity and demonstrating a commitment to collaboration can influence future partnerships and alliances.', 'The impact of showing a different opinion on world leaders like Vladimir Zelensky or Vladimir Putin can vary based on the timing and context of the presentation.', 'The deactivation of negativity through neuroscience and emotional intelligence is explored. Discusses how negativity can be deactivated by calling it out and citing neuroscience experiments where identifying negativity led to its deactivation.', 'The chapter emphasizes that empathy enables assertiveness. The entire chapter argues that empathy puts you in a position to assert, contradicting the initial notion of tension between the two.', 'It discusses the importance of sequencing and priority of listening. Emphasizes the significance of truly listening to the other person, proactive listening, and the impact of timing in communication.']}, {'end': 2486.445, 'segs': [{'end': 1729.321, 'src': 'embed', 'start': 1702.478, 'weight': 5, 'content': [{'end': 1710.683, 'text': 'to talk to a person who just is happy, flourishing, but sees the world and the set of values she has is completely different.', 'start': 1702.478, 'duration': 8.205}, {'end': 1716.769, 'text': 'and is also not argumentative, is accepting of other worldviews.', 'start': 1711.644, 'duration': 5.125}, {'end': 1718.811, 'text': "It's beautiful to explore that.", 'start': 1717.37, 'duration': 1.441}, {'end': 1720.072, 'text': 'Yeah, no kidding, I would agree.', 'start': 1718.851, 'duration': 1.221}, {'end': 1728.06, 'text': 'And then yeah, thought-provoking, because I consider myself, the word I was looking for before is abundant.', 'start': 1720.853, 'duration': 7.207}, {'end': 1729.321, 'text': "I think it's an abundant world.", 'start': 1728.12, 'duration': 1.201}], 'summary': 'Exploring differing perspectives and worldviews, promoting acceptance and abundance.', 'duration': 26.843, 'max_score': 1702.478, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541702478.jpg'}, {'end': 1783.714, 'src': 'embed', 'start': 1752.39, 'weight': 3, 'content': [{'end': 1755.473, 'text': 'And the pie grows, which is useful for kind of negotiation.', 'start': 1752.39, 'duration': 3.083}, {'end': 1763.401, 'text': "When you paint a picture of a future, if you're optimistic about that future, there's a kind of feeling like we're both going to win here.", 'start': 1755.834, 'duration': 7.567}, {'end': 1764.823, 'text': "Exactly And that's easy.", 'start': 1763.942, 'duration': 0.881}, {'end': 1766.705, 'text': 'We live in a world where both people can win.', 'start': 1764.903, 'duration': 1.802}, {'end': 1771.71, 'text': "Yeah, and in point of fact, that's the case, although a lot of people want us to think otherwise.", 'start': 1766.925, 'duration': 4.785}, {'end': 1775.828, 'text': 'Mostly because of the negativity that I was talking about before.', 'start': 1773.226, 'duration': 2.602}, {'end': 1778.13, 'text': 'So the brain is generally cynical.', 'start': 1776.328, 'duration': 1.802}, {'end': 1783.714, 'text': 'Yeah My description of it is the pessimistic caveman survived.', 'start': 1778.67, 'duration': 5.044}], 'summary': 'Negotiation benefits from optimism, as both parties can win in a positive future.', 'duration': 31.324, 'max_score': 1752.39, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541752390.jpg'}, {'end': 1824.584, 'src': 'embed', 'start': 1797.164, 'weight': 1, 'content': [{'end': 1807.818, 'text': 'So at what point in time do we catch on Cause the difference between survival and success mindset, the success mindset is highly optimistic.', 'start': 1797.164, 'duration': 10.654}, {'end': 1814.961, 'text': "So where do we switch or how do we stay switched from survival to success? That's the challenge.", 'start': 1809.619, 'duration': 5.342}, {'end': 1824.584, 'text': 'Yeah Somewhere we stopped being eaten by saber tooth tigers and started building bridges and buildings and computers and companies.', 'start': 1817.042, 'duration': 7.542}], 'summary': 'Switch from survival to success mindset for progress.', 'duration': 27.42, 'max_score': 1797.164, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541797164.jpg'}, {'end': 1930.235, 'src': 'embed', 'start': 1902.217, 'weight': 0, 'content': [{'end': 1904.479, 'text': "And that's not on the document that he signed.", 'start': 1902.217, 'duration': 2.262}, {'end': 1912.342, 'text': "I said, look, you know, I'm familiar with what he's signed and that's not what it says.", 'start': 1906.337, 'duration': 6.005}, {'end': 1916.285, 'text': "Well, you know, and so the argument, but that's always been the soundbite that everybody likes.", 'start': 1912.502, 'duration': 3.783}, {'end': 1917.666, 'text': "We don't negotiate with terrorists.", 'start': 1916.545, 'duration': 1.121}, {'end': 1920.308, 'text': 'Depends upon your definition of negotiation.', 'start': 1918.526, 'duration': 1.782}, {'end': 1923.09, 'text': "If it's just communication, we negotiate with them all the time.", 'start': 1920.588, 'duration': 2.502}, {'end': 1923.75, 'text': 'Number one.', 'start': 1923.27, 'duration': 0.48}, {'end': 1930.235, 'text': 'And number two, like every president has made some boneheaded deal with the bad guys.', 'start': 1923.771, 'duration': 6.464}], 'summary': "Debating negotiation with terrorists and presidents' deals.", 'duration': 28.018, 'max_score': 1902.217, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541902217.jpg'}, {'end': 2128.688, 'src': 'embed', 'start': 2105.052, 'weight': 6, 'content': [{'end': 2115.758, 'text': 'How is it possible, through negotiation, through the art of conversation, to find peace in this very tense geopolitical conflict?', 'start': 2105.052, 'duration': 10.706}, {'end': 2118.52, 'text': "I think it's eminently possible.", 'start': 2117.18, 'duration': 1.34}, {'end': 2122.223, 'text': 'I think getting people together in person has always been a good idea.', 'start': 2118.561, 'duration': 3.662}, {'end': 2124.705, 'text': "Who's getting them together?", 'start': 2123.104, 'duration': 1.601}, {'end': 2128.688, 'text': 'under what circumstances and how many times are you getting them together?', 'start': 2124.705, 'duration': 3.983}], 'summary': 'Negotiation can achieve peace in tense geopolitical conflicts. in-person meetings are crucial.', 'duration': 23.636, 'max_score': 2105.052, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc542105052.jpg'}, {'end': 2421.146, 'src': 'embed', 'start': 2394.991, 'weight': 2, 'content': [{'end': 2403.759, 'text': "There's some intimacy and power to that, to achieve that, if you're also willing to couple that with empathy, to really hear the other person.", 'start': 2394.991, 'duration': 8.768}, {'end': 2405.32, 'text': "I don't know what that is.", 'start': 2403.859, 'duration': 1.461}, {'end': 2407.843, 'text': "That's like a deep, deep intimacy that happens.", 'start': 2405.36, 'duration': 2.483}, {'end': 2415.185, 'text': "And I think there's actually because we get asked this in the Black Swan group all the time, like how do you, you know Zoom?", 'start': 2408.243, 'duration': 6.942}, {'end': 2421.146, 'text': "that's bad, you know, because you don't have the same visual feedback on Zoom.", 'start': 2415.185, 'duration': 5.961}], 'summary': 'Achieving intimacy and power through empathy, despite limitations of zoom.', 'duration': 26.155, 'max_score': 2394.991, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc542394991.jpg'}], 'start': 1702.478, 'title': 'Encountering different worldviews and negotiating with terrorists and global leaders', 'summary': 'Explores encountering individuals with different worldviews, the impact of optimism on negotiation, and transitioning from survival to success mindset. it also discusses negotiating with terrorists, the policy of the us, recent negotiations with global leaders, and the importance of empathy and deep conversations in successful negotiations.', 'chapters': [{'end': 1824.584, 'start': 1702.478, 'title': 'Exploring different worldviews', 'summary': 'Discusses the beauty of encountering individuals with vastly different worldviews and the impact of optimism on negotiation and success mindset, as well as the challenge of transitioning from survival to success mindset.', 'duration': 122.106, 'highlights': ['Encountering individuals with vastly different worldviews and values, yet being happy and optimistic, is thought-provoking and fascinating.', 'Optimism contributes to a feeling of mutual benefit in negotiations, reflecting a world where both parties can win.', 'The success mindset, fueled by optimism, is crucial for transitioning from a survival mindset, leading to the creation of bridges, buildings, and companies.', "The brain's inherent cynicism is a result of survival instincts, but it is crucial to catch on to the success mindset for progress and growth."]}, {'end': 2486.445, 'start': 1825.144, 'title': 'Negotiating with terrorists and global leaders', 'summary': 'Discusses the policy of negotiating with terrorists, highlighting that the us has been communicating with them despite the public soundbite of not negotiating, also analyzing recent negotiations with global leaders and the value of in-person meetings. it mentions examples of past negotiations, including the release of taliban members and the exchange of prisoners, emphasizing the importance of empathy and deep conversations in successful negotiations.', 'duration': 661.301, 'highlights': ["Negotiating with Terrorists The US has been communicating with terrorists despite the public soundbite of not negotiating, and past presidents have made deals with them, such as Obama's release of high-level Taliban leaders and Trump's release of 5,000 terrorists, contradicting the stated policy. This challenges the widely accepted notion of not negotiating with terrorists.", 'Global Negotiations and Value of In-person Meetings Recent negotiations, such as the exchange for Brittany Griner, were discussed, emphasizing the need for compassion and empathy in negotiations. The chapter also highlights the value of in-person meetings, citing examples from the Mideast peace negotiations and advocating for deep, intimate conversations between global leaders.', 'The Role of Empathy and Deep Conversations in Negotiations The chapter emphasizes the importance of empathy and deep conversations in negotiations, highlighting the role of oxytocin and serotonin in creating a bond and increasing honesty and satisfaction. It advocates for achieving a deep level of intimacy and power through empathetic, private conversations, challenging the limitations of virtual platforms like Zoom.']}], 'duration': 783.967, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc541702478.jpg', 'highlights': ['Negotiating with terrorists challenges the widely accepted notion of not negotiating with them.', 'The success mindset, fueled by optimism, is crucial for transitioning from a survival mindset.', 'The importance of empathy and deep conversations in negotiations is emphasized, advocating for achieving a deep level of intimacy and power through empathetic, private conversations.', 'Optimism contributes to a feeling of mutual benefit in negotiations, reflecting a world where both parties can win.', 'The impact of optimism on negotiation is discussed, highlighting its role in creating a feeling of mutual benefit.', 'Encountering individuals with vastly different worldviews and values, yet being happy and optimistic, is thought-provoking and fascinating.', 'Recent negotiations emphasize the need for compassion and empathy, advocating for deep, intimate conversations between global leaders.', "The brain's inherent cynicism is a result of survival instincts, but it is crucial to catch on to the success mindset for progress and growth.", 'The US has been communicating with terrorists despite the public soundbite of not negotiating, contradicting the stated policy.']}, {'end': 3231.248, 'segs': [{'end': 2553.302, 'src': 'embed', 'start': 2528.939, 'weight': 4, 'content': [{'end': 2535.805, 'text': "Cause if you, if you can't first that's right, especially like if you can't appreciate what that really means, hearing it is unsatisfying.", 'start': 2528.939, 'duration': 6.866}, {'end': 2538.108, 'text': 'So those two words are really important to you.', 'start': 2536.466, 'duration': 1.642}, {'end': 2539.349, 'text': 'You talk about this in your book.', 'start': 2538.128, 'duration': 1.221}, {'end': 2540.65, 'text': 'Yeah, What is, why is that??', 'start': 2539.509, 'duration': 1.141}, {'end': 2542.191, 'text': "So what does that's right mean??", 'start': 2540.67, 'duration': 1.521}, {'end': 2543.373, 'text': 'Why is it important??', 'start': 2542.552, 'duration': 0.821}, {'end': 2548.818, 'text': 'Well, it means that what you just heard you think is unequivocally the truth.', 'start': 2543.613, 'duration': 5.205}, {'end': 2552.061, 'text': "Like it's dead on, it hit the target.", 'start': 2550.219, 'duration': 1.842}, {'end': 2553.302, 'text': "It's it's a bullseye.", 'start': 2552.101, 'duration': 1.201}], 'summary': "Understanding 'that's right' is crucial for recognizing unequivocal truth and accuracy.", 'duration': 24.363, 'max_score': 2528.939, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc542528939.jpg'}, {'end': 2757.697, 'src': 'embed', 'start': 2724.823, 'weight': 3, 'content': [{'end': 2728.704, 'text': "It's more public fanfare, so marketing-minded presentation.", 'start': 2724.823, 'duration': 3.881}, {'end': 2729.904, 'text': 'Starts out with a bang.', 'start': 2728.724, 'duration': 1.18}, {'end': 2734.165, 'text': "If he doesn't cut the deal in a short period, a really short period of time,", 'start': 2730.304, 'duration': 3.861}, {'end': 2739.607, 'text': 'he moves on and everybody wonders what happened because there was so much fanfare at the beginning.', 'start': 2734.165, 'duration': 5.442}, {'end': 2745.628, 'text': 'Now, at the beginning, him even opening that dialogue with North Korea was masterful.', 'start': 2740.107, 'duration': 5.521}, {'end': 2757.697, 'text': 'Like. I was such a fan when you got a president of the United States that is willing to sit down and talk with a leader of another nation when every other president,', 'start': 2746.769, 'duration': 10.928}], 'summary': 'Public fanfare and swift deal-making strategy; praised for dialogue with north korea.', 'duration': 32.874, 'max_score': 2724.823, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc542724823.jpg'}, {'end': 2871.276, 'src': 'embed', 'start': 2846.867, 'weight': 5, 'content': [{'end': 2854.65, 'text': 'But also the interesting thing about psychology is each individual person is way more complicated than the category psychology tries to create.', 'start': 2846.867, 'duration': 7.783}, {'end': 2856.371, 'text': "And there's something about the human brain.", 'start': 2854.95, 'duration': 1.421}, {'end': 2865.134, 'text': 'The moment you classify somebody as a narcissist or depressed, or bipolar or insane in any kind of way for some reason,', 'start': 2856.831, 'duration': 8.303}, {'end': 2871.276, 'text': "you don't you give yourself a convenient excuse not to see them as a complicated human being to empathize with them.", 'start': 2865.134, 'duration': 6.142}], 'summary': 'Psychology oversimplifies individuals, hindering empathy and understanding.', 'duration': 24.409, 'max_score': 2846.867, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc542846867.jpg'}, {'end': 2966.834, 'src': 'embed', 'start': 2939.272, 'weight': 0, 'content': [{'end': 2945.516, 'text': "All right, so it depends upon whether or not you're doing it with integrity or a tactic to start with.", 'start': 2939.272, 'duration': 6.244}, {'end': 2947.897, 'text': 'And then also..', 'start': 2947.277, 'duration': 0.62}, {'end': 2960.432, 'text': "hostage negotiators are successful 93% of the time, kind of across the board, which means that the 7% of the time it's going to go bad.", 'start': 2950.488, 'duration': 9.944}, {'end': 2965.493, 'text': 'And that was my old boss, Gary Nessner.', 'start': 2962.392, 'duration': 3.101}, {'end': 2966.834, 'text': 'I learned so much from Gary.', 'start': 2965.714, 'duration': 1.12}], 'summary': 'Hostage negotiators are successful 93% of the time, with lessons learned from gary nessner.', 'duration': 27.562, 'max_score': 2939.272, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc542939272.jpg'}, {'end': 3044.738, 'src': 'embed', 'start': 3022.97, 'weight': 2, 'content': [{'end': 3031.536, 'text': "And he wrote a block of instruction called high risk indicators, which meant if you start seeing this stuff show up, this thing's probably going bad.", 'start': 3022.97, 'duration': 8.566}, {'end': 3036.479, 'text': "And you're gonna need to recognize that from the very beginning and adjust accordingly.", 'start': 3032.296, 'duration': 4.183}, {'end': 3039.641, 'text': "And it's the same way in business and personal life.", 'start': 3037.259, 'duration': 2.382}, {'end': 3044.738, 'text': "I'm talking to the head of a marketing company I have tremendous respect for.", 'start': 3040.735, 'duration': 4.003}], 'summary': 'High risk indicators are crucial for recognizing and addressing problems in business and personal life.', 'duration': 21.768, 'max_score': 3022.97, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc543022970.jpg'}, {'end': 3134.807, 'src': 'embed', 'start': 3100.265, 'weight': 1, 'content': [{'end': 3103.227, 'text': 'You know, confront people on their behavior in a respectful way.', 'start': 3100.265, 'duration': 2.962}, {'end': 3106.53, 'text': "And signal that you're willing to walk away.", 'start': 3104.228, 'duration': 2.302}, {'end': 3108.451, 'text': 'And mean it, a thousand percent.', 'start': 3107.13, 'duration': 1.321}, {'end': 3109.272, 'text': 'And mean it.', 'start': 3108.751, 'duration': 0.521}, {'end': 3113.455, 'text': "Isn't that terrifying? I mean, it's scary because you don't want to really walk away.", 'start': 3109.752, 'duration': 3.703}, {'end': 3119.74, 'text': 'Or do you have to really want to walk away? Well, this gets core values your view of reality.', 'start': 3113.715, 'duration': 6.025}, {'end': 3122.261, 'text': "If it's an abundant world, it's not scary to walk away.", 'start': 3120.02, 'duration': 2.241}, {'end': 3127.005, 'text': "If it's a finite world with limited opportunities, then it's horrifying.", 'start': 3123.622, 'duration': 3.383}, {'end': 3134.807, 'text': 'But you have to use that worldview to be willing to actually walk away.', 'start': 3130.663, 'duration': 4.144}], 'summary': 'Confront behavior respectfully, signal willingness to walk away, and mean it to uphold core values and worldview.', 'duration': 34.542, 'max_score': 3100.265, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc543100265.jpg'}], 'start': 2487.026, 'title': 'Negotiation dynamics and psychological insights', 'summary': 'Delves into the negotiation track record of the trump administration with north korea, emphasizing the initial fanfare, lack of deal, and the impact of being willing to walk away. it also highlights the success rate of hostage negotiators and the significance of confronting behavior and signaling a willingness to walk away.', 'chapters': [{'end': 2696.902, 'start': 2487.026, 'title': 'Negotiating and bonding', 'summary': "Discusses the importance of 'that's right' in negotiation, exemplified by donald trump's ability to bond with his followers, and analyzes the misconception around his negotiation skills and common ground approach.", 'duration': 209.876, 'highlights': ["The importance of 'that's right' in negotiation is emphasized, illustrating the significance of unequivocally perceiving the truth, creating an oxytocin bonding moment. The 'that's right' signifies the unequivocal perception of truth, fostering an oxytocin bonding moment and exemplified by Donald Trump's ability to bond with his followers.", "Donald Trump's ability to bond with his followers through 'that's right' moments is discussed, highlighting its impact on establishing a strong connection with the audience. Donald Trump's ability to create 'that's right' moments fosters a strong connection with his audience, demonstrating his skill in bonding with his followers.", "The misconception around Donald Trump's negotiation skills is analyzed, attributing his success to marketing rather than negotiation, based on the speaker's personal observations and interactions with mutual acquaintances. The speaker challenges the perception of Donald Trump as a good negotiator, citing personal interactions and observations to highlight his prowess in marketing rather than negotiation."]}, {'end': 3231.248, 'start': 2699.363, 'title': 'Negotiation dynamics and psychological insights', 'summary': 'Discusses the negotiation track record of the trump administration with north korea, emphasizing the initial fanfare, lack of deal, and the impact of being willing to walk away, while also delving into the psychology of negotiation and the importance of recognizing complex human behavior. it also highlights the success rate of hostage negotiators and the significance of confronting behavior and signaling a willingness to walk away.', 'duration': 531.885, 'highlights': ['The initial fanfare of negotiations with North Korea led by the Trump administration did not result in a deal, highlighting the impact of marketing-minded presentations and the tendency to move on if a deal is not cut in a short period of time. Lack of deal with North Korea despite initial public fanfare and marketing-minded presentation.', "The success rate of hostage negotiators is 93%, emphasizing the effectiveness of their approach in the majority of cases. Hostage negotiators' success rate of 93%.", 'Recognizing and addressing high-risk indicators in behavior, whether in negotiations, business, or personal life, is crucial for success and risk mitigation. Importance of recognizing and addressing high-risk indicators in behavior for success and risk mitigation.', 'Confronting behavior in a respectful manner and signaling a willingness to walk away is essential in negotiations, as it can reveal the true intentions of the other party and prevent being taken advantage of. Importance of confronting behavior and signaling a willingness to walk away in negotiations.', 'The discussion delves into the psychology of negotiation, highlighting the complexity of human behavior and the need to avoid simplistic categorizations that hinder empathy and understanding. Complexity of human behavior and the need to avoid simplistic categorizations in negotiation.']}], 'duration': 744.222, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc542487026.jpg', 'highlights': ['The success rate of hostage negotiators is 93%.', 'Importance of confronting behavior and signaling a willingness to walk away in negotiations.', 'Importance of recognizing and addressing high-risk indicators in behavior for success and risk mitigation.', 'The initial fanfare of negotiations with North Korea led by the Trump administration did not result in a deal, highlighting the impact of marketing-minded presentations and the tendency to move on if a deal is not cut in a short period of time.', "The importance of 'that's right' in negotiation is emphasized, illustrating the significance of unequivocally perceiving the truth, creating an oxytocin bonding moment.", 'The discussion delves into the psychology of negotiation, highlighting the complexity of human behavior and the need to avoid simplistic categorizations that hinder empathy and understanding.']}, {'end': 4607.701, 'segs': [{'end': 3331.804, 'src': 'embed', 'start': 3298.67, 'weight': 0, 'content': [{'end': 3301.172, 'text': 'now you can start talking about well, how do we work our way back from that?', 'start': 3298.67, 'duration': 2.502}, {'end': 3302.974, 'text': 'And then, all right.', 'start': 3302.253, 'duration': 0.721}, {'end': 3304.455, 'text': 'so we got a mutual point in the future.', 'start': 3302.974, 'duration': 1.481}, {'end': 3313.603, 'text': 'The Israeli-Palestinian negotiations are also, for me, interesting because you mentioned Clubhouse about almost two years ago now.', 'start': 3304.475, 'duration': 9.128}, {'end': 3317.435, 'text': 'when Israel was shelling Gaza.', 'start': 3315.354, 'duration': 2.081}, {'end': 3319.537, 'text': 'They hit the UPI office.', 'start': 3318.256, 'duration': 1.281}, {'end': 3324.92, 'text': 'They got fed up with the rocket attacks from Hamas.', 'start': 3321.378, 'duration': 3.542}, {'end': 3331.804, 'text': 'And of course Hamas is putting rockets in the UPI office or the AP office, whichever press office it was there.', 'start': 3325.72, 'duration': 6.084}], 'summary': 'Discussion on israeli-palestinian negotiations and conflict, including rocket attacks and media offices being targeted.', 'duration': 33.134, 'max_score': 3298.67, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc543298670.jpg'}, {'end': 3438.302, 'src': 'embed', 'start': 3410.595, 'weight': 1, 'content': [{'end': 3416.839, 'text': 'We wanted to show that people on both sides in one of their emotional timeframes.', 'start': 3410.595, 'duration': 6.244}, {'end': 3423.667, 'text': "if your only requirement was, you had to state the other side's position first, Nobody got out of control.", 'start': 3416.839, 'duration': 6.828}, {'end': 3427.331, 'text': "Did it work? That's exactly what happened.", 'start': 3424.688, 'duration': 2.643}, {'end': 3438.302, 'text': 'We wanted to show people that you can have conversations that do not devolve into screaming matches with vitriol,', 'start': 3427.691, 'duration': 10.611}], 'summary': 'Demonstrated successful civil discourse with balanced viewpoints.', 'duration': 27.707, 'max_score': 3410.595, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc543410595.jpg'}, {'end': 3657.133, 'src': 'embed', 'start': 3628.784, 'weight': 3, 'content': [{'end': 3632.666, 'text': "And they'd be like, yeah, that's where they're coming from.", 'start': 3628.784, 'duration': 3.882}, {'end': 3642.812, 'text': 'So articulating, you know, deeply what the other side feels is transformative for both people involved in the process.', 'start': 3635.208, 'duration': 7.604}, {'end': 3650.268, 'text': "What's the toughest negotiation you've ever been a part of, or maybe observed or heard of?", 'start': 3645.444, 'duration': 4.824}, {'end': 3655.152, 'text': "What's a difficult case, just stands out to you?", 'start': 3651.609, 'duration': 3.543}, {'end': 3657.133, 'text': 'Or maybe you just want one of many.', 'start': 3655.792, 'duration': 1.341}], 'summary': "Articulating the other side's feelings is transformative in negotiations.", 'duration': 28.349, 'max_score': 3628.784, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc543628784.jpg'}, {'end': 3721.457, 'src': 'embed', 'start': 3688.689, 'weight': 4, 'content': [{'end': 3691.151, 'text': 'and then being able to take it up to higher levels.', 'start': 3688.689, 'duration': 2.462}, {'end': 3698.795, 'text': "Because at its base level, a guy that we're working with now that's coaching us in the US and is a business partner, his name is Jonathan Smith.", 'start': 3691.171, 'duration': 7.624}, {'end': 3703.598, 'text': "He pointed out to us that there's kind of, there's a Shu-Ha-Ri concept.", 'start': 3698.815, 'duration': 4.783}, {'end': 3706.5, 'text': "Are you familiar with Shu-Ha-Ri? It's a martial arts concept.", 'start': 3703.778, 'duration': 2.722}, {'end': 3712.083, 'text': "And Shu is do it exactly as the master's telling you to do it.", 'start': 3708.081, 'duration': 4.002}, {'end': 3713.965, 'text': 'Wax on, wax off, Karate Kid stuff.', 'start': 3712.144, 'duration': 1.821}, {'end': 3721.457, 'text': "Aha is, when you've done the repetition repetitions enough times,", 'start': 3716.636, 'duration': 4.821}], 'summary': 'Learning the shu-ha-ri concept in martial arts for business improvement.', 'duration': 32.768, 'max_score': 3688.689, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc543688689.jpg'}, {'end': 4372.734, 'src': 'embed', 'start': 4341.691, 'weight': 5, 'content': [{'end': 4344.531, 'text': "So I don't even know if, that's probably the opposite of empathy.", 'start': 4341.691, 'duration': 2.84}, {'end': 4352.313, 'text': 'Are there times when you can just stick, be extremely stubborn to your principles to win the negotiation? Oh, we do it all the time.', 'start': 4344.631, 'duration': 7.682}, {'end': 4354.454, 'text': "We just, you know, we're just nice about it.", 'start': 4352.353, 'duration': 2.101}, {'end': 4356.994, 'text': "Okay, it helps to be nice, you're saying.", 'start': 4355.274, 'duration': 1.72}, {'end': 4358.935, 'text': 'Well, yes, because I need you to hear me.', 'start': 4357.134, 'duration': 1.801}, {'end': 4366.617, 'text': 'And the assertive tone of voice, so when we do our training, typically we do an exercise called 60 Seconds or She Dies.', 'start': 4359.695, 'duration': 6.922}, {'end': 4372.734, 'text': 'And I play the bad guy bank robber, and I ask you to be the hostage negotiator.', 'start': 4368.071, 'duration': 4.663}], 'summary': 'Negotiate assertively yet nicely, using a 60-second exercise.', 'duration': 31.043, 'max_score': 4341.691, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc544341691.jpg'}], 'start': 3231.288, 'title': 'Negotiating with empathy', 'summary': 'Explores negotiating for a better future in conflicts, showcases a method to bridge divides and foster understanding through clubhouse conversations, and highlights the importance of empathy in negotiation, with real-life examples and insights on communication styles and strategic umbrage.', 'chapters': [{'end': 3359.678, 'start': 3231.288, 'title': 'Negotiating for a better future', 'summary': 'Discusses the importance of finding common ground in conflicts, emphasizing the mutual desire for a better future for children, particularly in the context of the middle east, and the challenges faced during israeli-palestinian negotiations.', 'duration': 128.39, 'highlights': ['Both sides in conflicts, such as the Israeli-Palestinian negotiations, ultimately want a better future for their children, driving their engagement in interactions, despite compromised leadership.', 'The challenges faced during Israeli-Palestinian negotiations, including the use of civilian infrastructure by Hamas to store weapons, leading to Israeli shelling and the ensuing impact on the region.', "The speaker's experience of returning to school after leaving the FBI, obtaining a master's degree at Harvard Kennedy, and encountering individuals from different perspectives, emphasizing the importance of education and dialogue in conflict resolution."]}, {'end': 3541.438, 'start': 3359.698, 'title': 'Clubhouse conversations: bridging divides', 'summary': "Discusses a clubhouse experiment where participants were required to articulate the opposing side's position before expressing disagreement, resulting in successful, controlled conversations that diverged from the typical vitriol and aggression, showcasing a method to bridge divides and foster understanding.", 'duration': 181.74, 'highlights': ["Participants in the Clubhouse experiment were required to articulate the opposing side's position before expressing disagreement, leading to successful, controlled conversations that avoided vitriol and aggression.", "The experiment aimed to demonstrate that conversations can be conducted without devolving into screaming matches by first outlining the opposing side's position, leading to a leveling out and understanding of perspectives.", 'The approach resulted in no loss of control from either side, with individuals representing the Israeli side being more adept at articulating supportive positions for the Palestinians, while the Palestinian representatives initially struggled to do so.', "The exercise proved beneficial in helping individuals to understand and articulate the other side's perspective, showcasing the potential for bridging divides and fostering understanding in emotionally intense discussions."]}, {'end': 4017.598, 'start': 3542.298, 'title': 'Empathy in negotiation', 'summary': "Highlights the importance of empathy in negotiation, demonstrated through real-life examples, including the impact of understanding the other side's perspective in conflict resolution and the significance of empathy at different levels of negotiation.", 'duration': 475.3, 'highlights': ["The significance of understanding the other side's perspective in conflict resolution and negotiation. The speaker emphasizes the transformative impact of deeply articulating what the other side feels in the negotiation process.", "The impact of empathy at different levels of negotiation, from basic understanding to making up one's own rules. The concept of Shu-Ha-Ri is discussed, emphasizing the progression from following the master's instructions to reaching a level of making up one's own rules in negotiation, guided by empathy.", 'Demonstrating empathy in negotiation through real-life examples, including dealing with family members and hostage situations. The speaker shares experiences of negotiating with Al-Qaeda in Iraq and Saudi, emphasizing the importance of empathy and understanding in communicating with family members and individuals in distressing situations.']}, {'end': 4607.701, 'start': 4019.882, 'title': 'Empathy and negotiation: insights and strategies', 'summary': 'Delves into the concept of empathy in negotiation, discussing the impact of different communication styles, the value of empathy in effective negotiation, and the pitfalls of assertiveness. it also highlights the scientific insights on strategic umbrage and the limitations of simulated negotiations.', 'duration': 587.819, 'highlights': ['The value of empathy in negotiation is emphasized, with a focus on tailoring communication styles to understand the perspectives of others, leading to improved negotiation outcomes.', 'The negative impact of assertiveness in negotiation is discussed, highlighting its counterproductivity and the need for a more empathetic and strategic approach.', 'The limitations of simulated negotiations with college students are highlighted, emphasizing the lack of real-world implementation and ongoing impact in such scenarios.', 'Insights on strategic umbrage are discussed, with a critical analysis of studies conducted on its effectiveness, particularly in simulated negotiation settings with college students.']}], 'duration': 1376.413, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc543231288.jpg', 'highlights': ['The challenges faced during Israeli-Palestinian negotiations, including the use of civilian infrastructure by Hamas to store weapons, leading to Israeli shelling and the ensuing impact on the region.', "The experiment aimed to demonstrate that conversations can be conducted without devolving into screaming matches by first outlining the opposing side's position, leading to a leveling out and understanding of perspectives.", "The exercise proved beneficial in helping individuals to understand and articulate the other side's perspective, showcasing the potential for bridging divides and fostering understanding in emotionally intense discussions.", "The significance of understanding the other side's perspective in conflict resolution and negotiation. The speaker emphasizes the transformative impact of deeply articulating what the other side feels in the negotiation process.", "The impact of empathy at different levels of negotiation, from basic understanding to making up one's own rules. The concept of Shu-Ha-Ri is discussed, emphasizing the progression from following the master's instructions to reaching a level of making up one's own rules in negotiation, guided by empathy.", 'The value of empathy in negotiation is emphasized, with a focus on tailoring communication styles to understand the perspectives of others, leading to improved negotiation outcomes.']}, {'end': 5388.674, 'segs': [{'end': 4661.798, 'src': 'embed', 'start': 4610.416, 'weight': 0, 'content': [{'end': 4613.517, 'text': 'So the data is flawed based on the way it was collected.', 'start': 4610.416, 'duration': 3.101}, {'end': 4615.498, 'text': "It's a highly flawed study.", 'start': 4613.957, 'duration': 1.541}, {'end': 4619.039, 'text': 'And all data is flawed, as you know, as a scientist.', 'start': 4616.398, 'duration': 2.641}, {'end': 4623.16, 'text': 'You just gotta be aware of what the flaws are and decide whether or not that destroys the study.', 'start': 4619.379, 'duration': 3.781}, {'end': 4626.661, 'text': 'Or what do you think? Take a look at the data.', 'start': 4623.84, 'duration': 2.821}, {'end': 4628.762, 'text': "There's no such thing as perfect data.", 'start': 4627.341, 'duration': 1.421}, {'end': 4630.883, 'text': 'Look at the data, see what you think of it.', 'start': 4629.462, 'duration': 1.421}, {'end': 4637.748, 'text': 'The data that says that strategic umbrage works is based on flawed circumstances.', 'start': 4630.923, 'duration': 6.825}, {'end': 4642.472, 'text': 'Can you explain strategic umbrage? Getting mad, scaring the other side into a deal.', 'start': 4638.449, 'duration': 4.023}, {'end': 4649.537, 'text': 'Getting mad at using anger strategically to bully the other side into an agreement.', 'start': 4643.733, 'duration': 5.804}, {'end': 4654.16, 'text': "That's nice to hear in some sense.", 'start': 4652.419, 'duration': 1.741}, {'end': 4659.024, 'text': "It's nice to hear that empathy is the right way in almost all situations.", 'start': 4655.581, 'duration': 3.443}, {'end': 4661.798, 'text': 'Best chance of success.', 'start': 4660.677, 'duration': 1.121}], 'summary': 'The data is flawed, and strategic umbrage relies on flawed circumstances. empathy is the preferred approach for success.', 'duration': 51.382, 'max_score': 4610.416, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc544610416.jpg'}, {'end': 5037.719, 'src': 'embed', 'start': 5009.182, 'weight': 1, 'content': [{'end': 5011.363, 'text': "If anything, it sounds like we're never gonna make a deal.", 'start': 5009.182, 'duration': 2.181}, {'end': 5014.964, 'text': 'But he tried to use this label for manipulation.', 'start': 5012.323, 'duration': 2.641}, {'end': 5020.566, 'text': "Now the guy didn't get mad on the other side, but it's like, clearly this dude is not listening to me.", 'start': 5015.904, 'duration': 4.662}, {'end': 5026.309, 'text': 'And at the core of everything, you have a bunch of like, you know, almost like hacks.', 'start': 5021.267, 'duration': 5.042}, {'end': 5031.138, 'text': 'like techniques you can use, but at the core of it is empathy.', 'start': 5027.657, 'duration': 3.481}, {'end': 5032.478, 'text': 'At the core of it is empathy.', 'start': 5031.438, 'duration': 1.04}, {'end': 5033.578, 'text': "Yeah That's the main thing.", 'start': 5032.518, 'duration': 1.06}, {'end': 5035.199, 'text': 'And be able to just sit there and listen.', 'start': 5033.698, 'duration': 1.501}, {'end': 5037.719, 'text': 'And perceive.', 'start': 5035.219, 'duration': 2.5}], 'summary': 'Key points: lack of deal, manipulation, importance of empathy and listening.', 'duration': 28.537, 'max_score': 5009.182, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc545009182.jpg'}, {'end': 5087.049, 'src': 'embed', 'start': 5056.966, 'weight': 3, 'content': [{'end': 5059.787, 'text': "or some kind of chess game of negotiation, you're in it together.", 'start': 5056.966, 'duration': 2.821}, {'end': 5060.127, 'text': "I don't know.", 'start': 5059.827, 'duration': 0.3}, {'end': 5062.188, 'text': "There's some intimacy to the silence.", 'start': 5060.407, 'duration': 1.781}, {'end': 5073.293, 'text': "I'll ask a question and just let the other person sit there in silence before they answer, or vice versa.", 'start': 5063.729, 'duration': 9.564}, {'end': 5075.494, 'text': 'They ask me a question, I sit there in silence.', 'start': 5073.313, 'duration': 2.181}, {'end': 5078.615, 'text': "That's a big, feels like a big intimate thing.", 'start': 5075.514, 'duration': 3.101}, {'end': 5087.049, 'text': "Yes And the other two types, until they've experienced that, are afraid of it.", 'start': 5079.685, 'duration': 7.364}], 'summary': 'Negotiation involves silence, an intimate aspect of the process.', 'duration': 30.083, 'max_score': 5056.966, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc545056966.jpg'}, {'end': 5328.997, 'src': 'embed', 'start': 5303.231, 'weight': 4, 'content': [{'end': 5308.895, 'text': "And you want, so what's the role of exhaustion in negotiation? Is that ultimately what- You gotta be careful with that.", 'start': 5303.231, 'duration': 5.664}, {'end': 5312.358, 'text': 'Some people exhaust intentionally.', 'start': 5309.836, 'duration': 2.522}, {'end': 5324.496, 'text': "One of my negotiation heroes, a guy now who's unfortunately suffering from dementia and Alzheimer's, John Domenico Pico,", 'start': 5314.633, 'duration': 9.863}, {'end': 5328.997, 'text': 'is the UN hostage negotiators that got all the Western hostages out of Beirut in the 80s.', 'start': 5324.496, 'duration': 4.501}], 'summary': "Exhaustion can be a tactic in negotiation, as seen in john domenico pico's work as a un hostage negotiator.", 'duration': 25.766, 'max_score': 5303.231, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc545303231.jpg'}], 'start': 4610.416, 'title': 'Flaws in data analysis and negotiation techniques', 'summary': "Discusses the flawed nature of data analysis techniques such as strategic umbrage, mirroring, and labeling, and emphasizes the importance of empathy in negotiation, citing the use of silence and exhaustion's impact on negotiations.", 'chapters': [{'end': 4957.067, 'start': 4610.416, 'title': 'Flaws in data analysis', 'summary': 'Discusses the flawed nature of data and techniques such as strategic umbrage, mirroring, and labeling, emphasizing their effectiveness and potential drawbacks in communication.', 'duration': 346.651, 'highlights': ['The chapter discusses the flawed nature of data and techniques such as strategic umbrage, mirroring, and labeling. The flaws in data collection and the inherent imperfection of all data are highlighted, along with the concept of strategic umbrage, mirroring, and labeling as communication techniques.', 'Emphasizing the effectiveness and potential drawbacks of mirroring and labeling in communication. The effectiveness of mirroring as a communication skill is discussed, noting that it is simple and invisible, attracting individuals with high IQ and EQ, and its potential awkwardness for some people. The potential drawbacks of labeling are also mentioned, highlighting that it can lead to frustration if used in an obvious or unperceptive manner.', 'The concept of strategic umbrage and its potential effectiveness in negotiation. The concept of strategic umbrage, defined as using anger strategically to bully the other side into an agreement, is explained, with an emphasis on empathy being the preferred approach in most situations, despite the potential effectiveness of strategic umbrage in negotiation.']}, {'end': 5388.674, 'start': 4957.887, 'title': 'Negotiation and empathy in communication', 'summary': 'Discusses the importance of empathy in negotiation, emphasizing the use of silence and the illusion of control through what and how questions. it also highlights the impact of exhaustion in negotiations, citing a real-life negotiation hero.', 'duration': 430.787, 'highlights': ['The core of successful negotiation lies in empathy and the ability to listen and perceive, creating a sense of intimacy and togetherness, rather than treating it as a game or chess match.', "Using silence as a negotiation tactic can create intimacy and is effective in communication, with the example of a friend's experience of intimacy during a period of enforced silence due to vocal cord issues.", 'The illusion of control in negotiations can be created by asking what and how questions, triggering deep thinking and potentially wearing down the other party, but caution is advised as some may exhaust intentionally.', 'The impact of exhaustion in negotiation is discussed, referencing a negotiation hero, John Domenico Pico, and his approach to exhausting the other side as a tactic in political negotiations.']}], 'duration': 778.258, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc544610416.jpg', 'highlights': ['The flaws in data collection and the inherent imperfection of all data are highlighted, along with the concept of strategic umbrage, mirroring, and labeling as communication techniques.', 'The core of successful negotiation lies in empathy and the ability to listen and perceive, creating a sense of intimacy and togetherness, rather than treating it as a game or chess match.', 'The concept of strategic umbrage, defined as using anger strategically to bully the other side into an agreement, is explained, with an emphasis on empathy being the preferred approach in most situations, despite the potential effectiveness of strategic umbrage in negotiation.', "Using silence as a negotiation tactic can create intimacy and is effective in communication, with the example of a friend's experience of intimacy during a period of enforced silence due to vocal cord issues.", 'The impact of exhaustion in negotiation is discussed, referencing a negotiation hero, John Domenico Pico, and his approach to exhausting the other side as a tactic in political negotiations.']}, {'end': 6749.002, 'segs': [{'end': 5463.656, 'src': 'embed', 'start': 5416.442, 'weight': 0, 'content': [{'end': 5418.803, 'text': 'So the goal is always positive emotion, as you talk about.', 'start': 5416.442, 'duration': 2.361}, {'end': 5420.944, 'text': "That's what you're always chasing together.", 'start': 5419.023, 'duration': 1.921}, {'end': 5421.924, 'text': 'I think so, yeah.', 'start': 5421.024, 'duration': 0.9}, {'end': 5424.225, 'text': "And that's what the that's right is about.", 'start': 5422.564, 'duration': 1.661}, {'end': 5432.431, 'text': "Yes Whatever you're triggering, whatever the chemistry you're triggering in your brain, you're like, yeah, yeah, we're doing good here.", 'start': 5424.745, 'duration': 7.686}, {'end': 5434.092, 'text': 'Yeah, I think so.', 'start': 5432.451, 'duration': 1.641}, {'end': 5436.493, 'text': 'Long-term, for long-term success, absolutely.', 'start': 5434.152, 'duration': 2.341}, {'end': 5441.355, 'text': 'How is the word fair used and abused? The F-bomb.', 'start': 5438.174, 'duration': 3.181}, {'end': 5443.236, 'text': 'The F-bomb, as you call it.', 'start': 5441.596, 'duration': 1.64}, {'end': 5450.2, 'text': "How is it used and abused in negotiation? It's usually used, it's most frequently used as a weapon.", 'start': 5443.857, 'duration': 6.343}, {'end': 5453.882, 'text': "It's abused as a point of manipulation.", 'start': 5451.4, 'duration': 2.482}, {'end': 5463.656, 'text': "It's what people say when they feel backed into a corner and they can't come up with any legitimate reason as to why they're being backed into a corner.", 'start': 5455.35, 'duration': 8.306}], 'summary': 'Negotiation involves triggering positive emotions, fair usage is crucial for long-term success.', 'duration': 47.214, 'max_score': 5416.442, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc545416442.jpg'}, {'end': 6353.332, 'src': 'embed', 'start': 6325.665, 'weight': 2, 'content': [{'end': 6333.812, 'text': "Do those things like through all the different negotiations and conversations you've had, do they kinda echo throughout?", 'start': 6325.665, 'duration': 8.147}, {'end': 6342.52, 'text': "Like you, basically, because when you empathize with other human beings, you start to realize we're all the same.", 'start': 6333.832, 'duration': 8.688}, {'end': 6353.332, 'text': "And so you can start to, pick little phrases here and there that you've heard from others, little experiences that we're all about.", 'start': 6344.221, 'duration': 9.111}], 'summary': 'Negotiations and conversations echo empathy, realizing commonality, and sharing experiences.', 'duration': 27.667, 'max_score': 6325.665, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc546325665.jpg'}, {'end': 6564.004, 'src': 'embed', 'start': 6535.24, 'weight': 3, 'content': [{'end': 6544.162, 'text': 'Is there at all truth to it that 7% of a message is conveyed from the words used, 38% from the tone of voice and 55% from body language??', 'start': 6535.24, 'duration': 8.922}, {'end': 6546.603, 'text': 'Is there really truth to that??', 'start': 6545.683, 'duration': 0.92}, {'end': 6556.236, 'text': 'All right, so Albert Morabian, I think, is the name of the UCLA professor that originally proposed the 7 to 38,', 'start': 6546.623, 'duration': 9.613}, {'end': 6560.263, 'text': '55 ratio and discussed it in terms of that.', 'start': 6556.236, 'duration': 4.027}, {'end': 6564.004, 'text': "it wasn't the message, but how much he called it liking.", 'start': 6560.263, 'duration': 3.741}], 'summary': "7% of message conveyed by words, 38% by tone, 55% by body language - morabian's ratio.", 'duration': 28.764, 'max_score': 6535.24, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc546535240.jpg'}], 'start': 5390.114, 'title': 'Negotiation strategies', 'summary': "Discusses the significance of positive emotions in negotiations, the power and abuse of the word 'fair', the difference between good conversation and negotiation, and the impact of effective conversational techniques, including the 7-38-55% rule of communication.", 'chapters': [{'end': 5436.493, 'start': 5390.114, 'title': 'Negotiating for positive emotions', 'summary': 'Discusses the importance of avoiding exhaustion and negative emotions in negotiations, emphasizing the need for positive emotions to achieve long-term success.', 'duration': 46.379, 'highlights': ['Exhaustion should not be a component of finding resolution in a negotiation, as it can tamp down negative emotions.', 'The goal in negotiations is to always chase positive emotions, as they are crucial for long-term success.', 'Negative emotions should be avoided, as they can make individuals less effective in negotiations.']}, {'end': 5848.598, 'start': 5438.174, 'title': "The power of the word 'fair'", 'summary': "Discusses the power and abuse of the word 'fair' in negotiation, emphasizing its manipulative use, its impact on media perception, and the importance of integrity and honesty, while also highlighting the significance of implementing agreed-upon steps in negotiations.", 'duration': 410.424, 'highlights': ["The word 'fair' is frequently used as a weapon and a point of manipulation in negotiations, often signaling a lack of legitimate outside criteria and causing the other party to feel defensive. The word 'fair' is used as a weapon and a point of manipulation in negotiations, revealing a lack of legitimate outside criteria and making the other party feel defensive.", "The impact of the word 'fair' in media perception and its ability to cause insecurity and manipulate perceptions is emphasized, highlighting its power and potential abuse. The word 'fair' in media perception can cause insecurity and manipulate perceptions, emphasizing its power and potential abuse.", 'The significance of integrity and honesty, and the detrimental effects of lying in negotiations, are highlighted, emphasizing the importance of maintaining a reputation for integrity in the long term. The significance of integrity and honesty in negotiations is emphasized, underscoring the importance of maintaining a reputation for integrity by avoiding lying.', 'The importance of implementing agreed-upon steps in negotiations is emphasized, focusing on the need for concrete actions beyond philosophical agreement. The importance of implementing agreed-upon steps in negotiations is emphasized, emphasizing the need for concrete actions beyond philosophical agreement.']}, {'end': 6090.077, 'start': 5849.138, 'title': 'Good conversation vs negotiation', 'summary': 'Explores the difference between a good conversation and a negotiation, emphasizing the importance of empathy and the purpose behind each, while discussing the value of silence and practical strategies for improving negotiation skills.', 'duration': 240.939, 'highlights': ['The importance of empathy in both conversation and negotiation is emphasized, with practical examples of using empathy to improve interactions. Examples of using empathy in everyday interactions to improve connections and relieve stress.', 'The distinction between the purpose of a conversation and a negotiation is discussed, highlighting the difference in goals and the absence of a specific problem to solve in a conversation. Emphasizing the different goals and problem-solving nature of negotiations compared to conversations.', 'The value of silence in communication is mentioned, with the intention to learn and teach others the power of silence in conversations and negotiations. Emphasizing the value of silence and the intention to pass on this learning to others.', 'Practical strategies for improving negotiation skills, such as small-stakes practice for high-stakes results, labeling, mirroring, and paraphrasing, are discussed. Practical strategies for improving negotiation skills, including small-stakes practice for high-stakes results and specific techniques like labeling and mirroring.']}, {'end': 6749.002, 'start': 6091.298, 'title': 'Effective conversational techniques', 'summary': 'Discusses the impact of effective conversational techniques, emphasizing the importance of empathy and understanding, and highlighting the 7-38-55% rule of communication, as well as the significance of tone and body language.', 'duration': 657.704, 'highlights': ["The 7-38-55% rule of communication emphasizes the importance of body language and tone, with Albert Morabian's research supporting the ratio, and the critical issue lies in the alignment of tone with words.", "Empathy and understanding are crucial in effective communication, as recognizing and empathizing with others' emotions and experiences can lead to meaningful connections and conversations.", 'The significance of tone and body language in communication is highlighted, emphasizing the importance of these non-verbal cues in conveying the true meaning and intention behind the words.', 'The impact of effective conversational techniques is emphasized, focusing on the importance of empathy, understanding, and genuine curiosity in fostering meaningful connections and conversations.', 'The experience of deep connection and curiosity in conversation is described, highlighting the enriching and sometimes heartbreaking nature of human interactions.']}], 'duration': 1358.888, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc545390114.jpg', 'highlights': ['The goal in negotiations is to always chase positive emotions, as they are crucial for long-term success.', "The word 'fair' is frequently used as a weapon and a point of manipulation in negotiations, often signaling a lack of legitimate outside criteria and causing the other party to feel defensive.", 'The importance of empathy in both conversation and negotiation is emphasized, with practical examples of using empathy to improve interactions.', "The 7-38-55% rule of communication emphasizes the importance of body language and tone, with Albert Morabian's research supporting the ratio, and the critical issue lies in the alignment of tone with words."]}, {'end': 7807.741, 'segs': [{'end': 6890.498, 'src': 'embed', 'start': 6859.566, 'weight': 0, 'content': [{'end': 6861.907, 'text': 'And you could reach out for a chatbot in the middle of the night.', 'start': 6859.566, 'duration': 2.341}, {'end': 6870.228, 'text': "So if you were talking to somebody that was never upset and was always available, then you're gonna have a higher success rate.", 'start': 6863.427, 'duration': 6.801}, {'end': 6873.509, 'text': 'Negotiations go bad when people are in a negative frame of mind.', 'start': 6870.648, 'duration': 2.861}, {'end': 6883.029, 'text': 'So the natural ability of a chatbot to be positive is just going to give you a higher success rate.', 'start': 6874.029, 'duration': 9}, {'end': 6887.054, 'text': "Yeah, and they're not gonna get mad and argue with you.", 'start': 6883.209, 'duration': 3.845}, {'end': 6890.498, 'text': 'You say to a chat bot, your price is too high.', 'start': 6887.955, 'duration': 2.543}], 'summary': "Chatbot's availability and positive nature lead to higher success rates in negotiations.", 'duration': 30.932, 'max_score': 6859.566, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc546859566.jpg'}, {'end': 7091.574, 'src': 'embed', 'start': 7063.9, 'weight': 3, 'content': [{'end': 7072.367, 'text': "That's what AI systems do, is they make you ask yourself, what is it that makes humans special? Any discipline.", 'start': 7063.9, 'duration': 8.467}, {'end': 7079.613, 'text': 'What is it that makes humans special? Chess and Go, games, which AI systems are able to beat humans at now.', 'start': 7073.027, 'duration': 6.586}, {'end': 7084.877, 'text': 'What is it that makes them effective at negotiation? What does it make them effective at..', 'start': 7080.053, 'duration': 4.824}, {'end': 7091.574, 'text': "something that's extremely difficult, which is navigating physical spaces.", 'start': 7087.611, 'duration': 3.963}], 'summary': 'Ai systems can beat humans at games like chess and go, as well as effectively navigate physical spaces.', 'duration': 27.674, 'max_score': 7063.9, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc547063900.jpg'}, {'end': 7257.157, 'src': 'embed', 'start': 7227.114, 'weight': 1, 'content': [{'end': 7237.704, 'text': "I am not pro-conflict and I also know that there's a case to be made in the creative world that some of the best thinking came out of conflict.", 'start': 7227.114, 'duration': 10.59}, {'end': 7241.949, 'text': 'Reading interviews of Bono, you too.', 'start': 7240.507, 'duration': 1.442}, {'end': 7249.393, 'text': "You know, their admiration for some of the Beatles' best music came when they were fighting with each other.", 'start': 7243.271, 'duration': 6.122}, {'end': 7255.256, 'text': 'And the song One, which is, I believe, from the album Octoon Baby.', 'start': 7250.494, 'duration': 4.762}, {'end': 7257.157, 'text': 'Those guys were fighting.', 'start': 7256.216, 'duration': 0.941}], 'summary': 'Conflict can lead to creative breakthroughs, as seen with the beatles and u2.', 'duration': 30.043, 'max_score': 7227.114, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc547227114.jpg'}, {'end': 7630.418, 'src': 'embed', 'start': 7594.299, 'weight': 2, 'content': [{'end': 7608.655, 'text': 'Yeah And if you step back, Very few people that commit suicide physically are up against it that hard.', 'start': 7594.299, 'duration': 14.356}, {'end': 7613.296, 'text': 'Most of them, by and large, are pretty intact physically human beings.', 'start': 7608.815, 'duration': 4.481}, {'end': 7615.296, 'text': "They're struggling with emotional stuff.", 'start': 7613.936, 'duration': 1.36}, {'end': 7620.937, 'text': "But it's an emotional issue, it's not a physical issue.", 'start': 7616.796, 'duration': 4.141}, {'end': 7630.418, 'text': "So if you were to be a complete mercenary, a guy I'm a very big fan of a guy named Mark Pollack, a born great athlete,", 'start': 7621.817, 'duration': 8.601}], 'summary': 'Suicide is mostly an emotional struggle, not physical. few face extreme physical challenges.', 'duration': 36.119, 'max_score': 7594.299, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc547594299.jpg'}], 'start': 6749.622, 'title': "Ai, negotiation, conflict, and life's meaning", 'summary': "Explores ai's potential as negotiators, highlighting chatbots' success, ai's limitations in negotiation, the positive impact of conflict on creativity, and discussions on suicide, mental clutter, and life's purpose.", 'chapters': [{'end': 7040.801, 'start': 6749.622, 'title': 'Ai as better negotiators', 'summary': 'Discusses the potential for ai to become better negotiators than humans, citing examples of chatbots displaying higher success rates due to their consistent positive demeanor, and the necessity for negotiators to set boundaries without being negative.', 'duration': 291.179, 'highlights': ['Chatbots showing 80% higher success rates due to consistent positive demeanor and availability, leading to more successful negotiations. The chatbots displayed around 80% higher success outcome in negotiations due to their consistent positive demeanor and availability, which led to more successful negotiations, as negotiations tend to go bad when people are in a negative frame of mind.', "The necessity for negotiators to set boundaries without being negative, emphasizing the importance of demonstrating capacity to be a 'bad person' and choosing not to be. The chapter emphasizes the importance for negotiators to be able to set boundaries without being negative, highlighting the necessity to demonstrate the capacity to be a 'bad person' and choose not to be, as it is essential for being a good negotiator.", 'The discussion about the increasing human-like behavior of chatbots and the necessity to demonstrate flaws and capacity to set boundaries without being negative. The chapter discusses the increasing human-like behavior of chatbots and the necessity for them to demonstrate flaws and the capacity to set boundaries without being negative, indicating the complexity involved in developing effective chatbots for negotiations.']}, {'end': 7226.413, 'start': 7041.001, 'title': 'Ai and negotiation: human vs. ai', 'summary': 'Discusses the challenges of ai in negotiation and highlights the complexities of human decision-making, emphasizing the limitations of ai in navigating physical spaces and the potential for ai in negotiation processes.', 'duration': 185.412, 'highlights': ['AI systems are currently not as effective as humans in negotiation, as they lack the ability to demonstrate control and self-awareness, highlighting the challenges of replicating human decision-making (e.g., navigating physical spaces, common sense reasoning).', 'The discussion emphasizes the potential for AI in negotiation processes, such as business, geopolitics, and government, while raising the question of whether AI can replicate the messy, uncertain, and debating nature of human decision-making.', "The speaker suggests that chatbots and systems primarily follow instructions and don't require decision-making, leaving a percentage that may require human interaction, highlighting the limitations of AI in decision-making processes."]}, {'end': 7594.019, 'start': 7227.114, 'title': 'Conflict and creativity', 'summary': "Discusses the positive impact of conflict on creativity, citing examples from the music industry and the fbi, and emphasizes the importance of core values in career and life decisions while highlighting the impact of negative experiences on individuals' perspectives.", 'duration': 366.905, 'highlights': ["Conflict can lead to creative breakthroughs, as seen in the Beatles' music and in crisis negotiation discussions, emphasizing the positive aspect of conflict in creative processes.", "The importance of sticking to core values, even when it comes at a cost, is highlighted, as exemplified by the core mission of the FBI and the advice to pursue one's ideals despite challenges.", "Negative experiences and influences in early life can significantly impact an individual's mindset, with a focus on the difficulty of overcoming deeply ingrained negative beliefs and the importance of providing opportunities for positive change.", "The impact of meaningful conversations, such as those on a suicide hotline, in influencing others' perspectives and the importance of clearing mental clutter to help individuals make positive decisions are emphasized, reflecting the practical and psychological aspects of such interactions.", 'The discussion on the significance of conflict and drama in society, the inevitability of war due to negative human nature, and the challenge of convincing individuals to choose life over despair provides a thought-provoking insight into the complexities of human behavior and decision-making.']}, {'end': 7807.741, 'start': 7594.299, 'title': 'Suicide and the meaning of life', 'summary': 'Discusses the emotional struggles of suicide and the importance of clearing mental clutter, while also exploring the meaning of life and the role of religion in finding purpose, with a focus on inspiring others to thrive.', 'duration': 213.442, 'highlights': ['The emotional struggles of suicide are often not solely physical, as individuals are primarily intact physically but are battling with emotional issues. Emphasizes the emotional aspect of suicide.', 'Mark Pollack, despite losing his eyesight and becoming paralyzed, is an emotional leader inspiring others to thrive and live great lives. Highlights the inspiring story of Mark Pollack overcoming physical challenges.', 'The importance of clearing mental clutter and helping individuals reinterpret the world as one worth living in is crucial in preventing suicide. Stresses the significance of clearing mental clutter to prevent suicide.', "The speaker's discussion on the meaning of life and the role of religion in finding purpose, emphasizing the belief that life is a gift with a purpose. Explores the speaker's belief in the purpose of life and the role of religion in finding meaning."]}], 'duration': 1058.119, 'thumbnail': 'https://coursnap.oss-ap-southeast-1.aliyuncs.com/video-capture/8EguLJgkc54/pics/8EguLJgkc546749622.jpg', 'highlights': ['Chatbots showing 80% higher success rates due to consistent positive demeanor and availability, leading to more successful negotiations.', "Conflict can lead to creative breakthroughs, as seen in the Beatles' music and in crisis negotiation discussions, emphasizing the positive aspect of conflict in creative processes.", 'The emotional struggles of suicide are often not solely physical, as individuals are primarily intact physically but are battling with emotional issues.', 'AI systems are currently not as effective as humans in negotiation, as they lack the ability to demonstrate control and self-awareness, highlighting the challenges of replicating human decision-making (e.g., navigating physical spaces, common sense reasoning).']}], 'highlights': ["Understanding kidnappers' emotions drives negotiation process.", 'Engaging in negotiation when situation looks bad is toughest.', 'Public vs. private negotiation provides valuable clues.', 'Quantifying human life in negotiations is subjective.', "Kidnappers assess target's wealth and access to money.", 'Value of human life to kidnappers depends on what they can obtain.', 'Empathy challenges traditional view of reason over empathy.', "Empathy's power in negotiation and various situations is highlighted.", 'Empathizing with Putin demonstrates practical application of empathy.', "Significance of empathy in understanding others' perspectives is emphasized.", 'Envisioning a positive future influences decisions and actions.', "Aligning other party's vision with negotiation strategy is crucial.", 'Building trust through integrity influences future partnerships.', 'Impact of showing different opinion on world leaders varies based on timing and context.', 'Negativity can be deactivated through neuroscience and emotional intelligence.', 'Empathy enables assertiveness, contradicting initial notion of tension.', 'Significance of sequencing and priority of listening is discussed.', 'Negotiating with terrorists challenges widely accepted notion.', 'Success mindset fueled by optimism is crucial for transitioning.', 'Importance of empathy and deep conversations in negotiations is emphasized.', 'Optimism contributes to feeling of mutual benefit in negotiations.', 'Encountering individuals with different worldviews yet being happy and optimistic is thought-provoking.', 'Compassion and empathy advocated for deep, intimate conversations between global leaders.', "Brain's inherent cynicism is crucial to catch success mindset for progress.", 'US has been communicating with terrorists despite public soundbite of not negotiating.', "Hostage negotiators' success rate is 93%.", 'Confronting behavior and signaling willingness to walk away is important in negotiations.', 'Recognizing and addressing high-risk indicators in behavior is crucial for success and risk mitigation.', "Importance of 'that's right' in negotiation is emphasized.", 'Psychology of negotiation highlights complexity of human behavior.', 'Challenges faced during Israeli-Palestinian negotiations are discussed.', 'Conversations can be conducted without devolving into screaming matches.', "Understanding the other side's perspective is significant in conflict resolution and negotiation.", 'Empathy at different levels of negotiation is discussed.', 'Flaws in data collection and inherent imperfection of all data are highlighted.', 'Successful negotiation lies in empathy and ability to listen and perceive.', 'Strategic umbrage, mirroring, and labeling as communication techniques are discussed.', 'Using silence as a negotiation tactic can create intimacy and is effective in communication.', "Exhaustion's impact in negotiation is discussed.", 'Goal in negotiations is to always chase positive emotions for long-term success.', "The word 'fair' is frequently used as a weapon and a point of manipulation in negotiations.", 'Importance of empathy in conversation and negotiation is emphasized.', '7-38-55% rule of communication emphasizes importance of body language and tone.', 'Chatbots showing 80% higher success rates due to consistent positive demeanor and availability.', 'Conflict can lead to creative breakthroughs.', 'Emotional struggles of suicide are often not solely physical.', 'AI systems are currently not as effective as humans in negotiation.']}