Uploaded September 2026 | Updated September 2026, 1 hour ago
Former FBI lead hostage negotiator Chris Voss sits down with Ray Baynard, a longtime Black Swan client and CEO in industrial textiles, who says he has made more money negotiating collaboratively than he ever made playing cutthroat, and he made a lot of money playing cutthroat. Baynard explains that after learning the Black Swan Method and tactical empathy, his company began delivering three to five times more value to customers and capturing a share of it in additional revenue, which turned deals that were profitable but unfulfilling into both. They also cover the accusation audit, why integrity functions as currency in a negotiation, and why you have to deliver on the emotional connection you create or the whole approach becomes manipulation.
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Tickets for Orlando and Summit:blackswanltd.com/live-events?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
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Chapters:
0:00 - Intro
0:55 - Intro to Ray
1:40 - Chris and Ray Talk
32:00 - Q&A
57:00 - End
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Chris Voss is a former FBI lead international kidnapping negotiator, bestselling author of "Never Split the Difference", and founder and CEO of The Black Swan Group, a negotiation training, coaching, and consulting organization that teaches people how to achieve better outcomes in high-stakes conversations.
Recognized globally as a leading authority on negotiation, Chris developed his approach through decades of experience in crisis negotiation. Today, he and The Black Swan Group apply those principles to business, sales, leadership, difficult conversations, and high-stakes communication through The Black Swan Method® and Tactical Empathy®.
"Never Split the Difference" has introduced millions of readers around the world to Chris’s negotiation methodology. Through The Black Swan Group, Chris and his team help people go beyond understanding the concepts in the book and develop negotiation as a practical, repeatable performance skill through training, coaching, practice, and live experiences.
The Black Swan Group offers in-person negotiation training, live and self-paced online negotiation training, coaching, keynote speaking, and advanced negotiation experiences for business owners, leaders, sales professionals, and other professionals who want to become more effective dealmakers.
Learn from Chris Voss and The Black Swan Group:
Negotiation training and resources: blackswanltd.com/?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
In-person and live training: blackswanltd.com/live-events?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
Online negotiation training: blackswanltd.com/online-negotiation-classes?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
Former FBI lead hostage negotiator Chris Voss sits down with Ray Baynard, a longtime Black Swan client and CEO in industrial textiles, who says he has made more money negotiating collaboratively than he ever made playing cutthroat, and he made a lot of money playing cutthroat. Baynard explains that after learning the Black Swan Method and tactical empathy, his company began delivering three to five times more value to customers and capturing a share of it in additional revenue, which turned deals that were profitable but unfulfilling into both. They also cover the accusation audit, why integrity functions as currency in a negotiation, and why you have to deliver on the emotional connection you create or the whole approach becomes manipulation.
=========================================================
Tickets for Orlando and Summit:blackswanltd.com/live-events?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
==========================================================
Chapters:
0:00 - Intro
0:55 - Intro to Ray
1:40 - Chris and Ray Talk
32:00 - Q&A
57:00 - End
==========================================================
Chris Voss is a former FBI lead international kidnapping negotiator, bestselling author of "Never Split the Difference", and founder and CEO of The Black Swan Group, a negotiation training, coaching, and consulting organization that teaches people how to achieve better outcomes in high-stakes conversations.
Recognized globally as a leading authority on negotiation, Chris developed his approach through decades of experience in crisis negotiation. Today, he and The Black Swan Group apply those principles to business, sales, leadership, difficult conversations, and high-stakes communication through The Black Swan Method® and Tactical Empathy®.
"Never Split the Difference" has introduced millions of readers around the world to Chris’s negotiation methodology. Through The Black Swan Group, Chris and his team help people go beyond understanding the concepts in the book and develop negotiation as a practical, repeatable performance skill through training, coaching, practice, and live experiences.
The Black Swan Group offers in-person negotiation training, live and self-paced online negotiation training, coaching, keynote speaking, and advanced negotiation experiences for business owners, leaders, sales professionals, and other professionals who want to become more effective dealmakers.
Learn from Chris Voss and The Black Swan Group:
Negotiation training and resources: blackswanltd.com/?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
In-person and live training: blackswanltd.com/live-events?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
Online negotiation training: blackswanltd.com/online-negotiation-classes?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
