Never Split the Difference Summary (FBI Negotiation Secrets) - Chris Voss
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[{'start': '0.160', 'end': '5.120', 'text': 'Welcome back to Brainy Bites. Ready to'}, {'start': '2.960', 'end': '7.279', 'text': 'absorb the knowledge that fuels top'}, {'start': '5.120', 'end': '10.400', 'text': 'performers and makes you the sharpest'}, {'start': '7.279', 'end': '13.759', 'text': 'mind in the room? They say the average'}, {'start': '10.400', 'end': '16.800', 'text': 'CEO reads a book a week. Imagine having'}, {'start': '13.759', 'end': '19.760', 'text': 'that power distilled for you. Stick with'}, {'start': '16.800', 'end': '22.400', 'text': "us for today's life-changing insights"}, {'start': '19.760', 'end': '24.840', 'text': 'and hit subscribe and the bell so you'}, {'start': '22.400', 'end': '28.320', 'text': 'never miss the wisdom to reach your peak'}, {'start': '24.840', 'end': '33.320', 'text': 'potential. Never split the difference.'}, {'start': '28.320', 'end': '36.320', 'text': 'FBI negotiator secrets by Chris Voss.'}, {'start': '33.320', 'end': '38.559', 'text': 'Summary. What if I told you that'}, {'start': '36.320', 'end': '41.000', 'text': 'compromising or splitting the difference'}, {'start': '38.559', 'end': '43.360', 'text': 'is often the worst way to'}, {'start': '41.000', 'end': '45.360', 'text': 'negotiate? And that the secrets to'}, {'start': '43.360', 'end': '48.000', 'text': 'getting what you want in business,'}, {'start': '45.360', 'end': '51.360', 'text': 'salary discussions, or even personal'}, {'start': '48.000', 'end': '55.520', 'text': 'conflicts lie in the highstakes world of'}, {'start': '51.360', 'end': '58.600', 'text': 'FBI hostage negotiation. Chris Voss, a'}, {'start': '55.520', 'end': '61.559', 'text': 'former lead FBI international kidnapping'}, {'start': '58.600', 'end': '63.680', 'text': 'negotiator, reveals these powerful'}, {'start': '61.559', 'end': '67.320', 'text': 'counterintuitive techniques in his'}, {'start': '63.680', 'end': '68.840', 'text': 'game-changing book, Never Split the'}, {'start': '67.320', 'end': '71.200', 'text': 'Difference.'}, {'start': '68.840', 'end': '73.840', 'text': "Introduction. Today, we're dissecting"}, {'start': '71.200', 'end': '76.799', 'text': 'Never Split the Difference. Chris Voss'}, {'start': '73.840', 'end': '80.240', 'text': "argues that negotiation isn't a rational"}, {'start': '76.799', 'end': '82.640', 'text': "process. It's deeply emotional. Forget"}, {'start': '80.240', 'end': '85.080', 'text': 'logical arguments and leverage. The key'}, {'start': '82.640', 'end': '87.640', 'text': 'is tactical'}, {'start': '85.080', 'end': '90.640', 'text': 'empathy. This means understanding the'}, {'start': '87.640', 'end': '92.720', 'text': 'emotions, perspective, and worldview of'}, {'start': '90.640', 'end': '95.200', 'text': 'the person across the table, not'}, {'start': '92.720', 'end': '96.840', 'text': 'necessarily to agree with them, but to'}, {'start': '95.200', 'end': '99.119', 'text': 'influence them'}, {'start': '96.840', 'end': '101.600', 'text': 'effectively. This book throws out'}, {'start': '99.119', 'end': '103.759', 'text': 'traditional negotiation theory and'}, {'start': '101.600', 'end': '106.240', 'text': 'provides a toolkit of field tested'}, {'start': '103.759', 'end': '108.399', 'text': 'techniques. These methods are designed'}, {'start': '106.240', 'end': '110.720', 'text': 'to build rapport, gather crucial'}, {'start': '108.399', 'end': '114.040', 'text': 'information, and shape outcomes in your'}, {'start': '110.720', 'end': '116.960', 'text': 'favor, all without making needless'}, {'start': '114.040', 'end': '119.680', 'text': 'compromises. This summary will cover the'}, {'start': '116.960', 'end': '124.159', 'text': 'essential tools Voss teaches, explaining'}, {'start': '119.680', 'end': '127.479', 'text': 'the what, why, and how behind each.'}, {'start': '124.159', 'end': '129.319', 'text': 'Prepare to transform how you negotiate'}, {'start': '127.479', 'end': '132.000', 'text': 'absolutely'}, {'start': '129.319', 'end': '134.720', 'text': "anything. Now, let's explore the core"}, {'start': '132.000', 'end': '136.599', 'text': 'techniques Chris Voss shares. Straight'}, {'start': '134.720', 'end': '140.640', 'text': 'from the FBI'}, {'start': '136.599', 'end': '144.760', 'text': 'playbook. One, the foundation. First up'}, {'start': '140.640', 'end': '148.200', 'text': 'is the absolute foundation. Tactical'}, {'start': '144.760', 'end': '150.599', 'text': 'empathy combined with the right voice'}, {'start': '148.200', 'end': '152.640', 'text': "tone. Tactical empathy isn't about"}, {'start': '150.599', 'end': '154.640', 'text': "agreement. It's about deeply"}, {'start': '152.640', 'end': '156.400', 'text': 'understanding the feelings and the'}, {'start': '154.640', 'end': '158.879', 'text': 'mindset that are driving the other'}, {'start': '156.400', 'end': '161.519', 'text': 'person. You need to recognize their'}, {'start': '158.879', 'end': '164.400', 'text': "perspective to truly see what's behind"}, {'start': '161.519', 'end': '167.599', 'text': 'their demands. Just as crucial is your'}, {'start': '164.400', 'end': '171.480', 'text': 'voice tone. Voss strongly recommends'}, {'start': '167.599', 'end': '175.360', 'text': 'using what he calls the late night FMDJ'}, {'start': '171.480', 'end': '178.080', 'text': 'voice. Think calm, slow with a downward'}, {'start': '175.360', 'end': '180.560', 'text': 'inflection at the end of sentences. This'}, {'start': '178.080', 'end': '183.440', 'text': "project's confidence and has a soothing"}, {'start': '180.560', 'end': '186.560', 'text': 'effect, making the other side feel safer'}, {'start': '183.440', 'end': '190.080', 'text': 'and more open to listening.'}, {'start': '186.560', 'end': '192.480', 'text': 'Applying this requires intense active'}, {'start': '190.080', 'end': '196.159', 'text': 'listening, focusing on understanding'}, {'start': '192.480', 'end': '198.720', 'text': 'emotions beyond just the word spoken. It'}, {'start': '196.159', 'end': '202.360', 'text': 'also means consciously controlling your'}, {'start': '198.720', 'end': '206.440', 'text': 'own voice, ensuring you remain calm and'}, {'start': '202.360', 'end': '208.360', 'text': 'reassuring even when things get tense.'}, {'start': '206.440', 'end': '211.200', 'text': 'Two,'}, {'start': '208.360', 'end': '213.680', 'text': "mirroring. Next, let's look at a simple"}, {'start': '211.200', 'end': '216.000', 'text': 'but powerful technique for building'}, {'start': '213.680', 'end': '218.120', 'text': 'connection instantly.'}, {'start': '216.000', 'end': '220.799', 'text': 'This is called'}, {'start': '218.120', 'end': '223.280', 'text': 'mirroring. Mirroring involves simply'}, {'start': '220.799', 'end': '225.680', 'text': 'repeating the last one to three key'}, {'start': '223.280', 'end': '228.080', 'text': 'words or the most critical words that'}, {'start': '225.680', 'end': '230.519', 'text': 'your counterpart just said. It sounds'}, {'start': '228.080', 'end': '233.120', 'text': "basic yet it's incredibly"}, {'start': '230.519', 'end': '235.920', 'text': 'effective. Doing this builds'}, {'start': '233.120', 'end': '238.319', 'text': 'subconscious rapport because it signals'}, {'start': '235.920', 'end': '242.400', 'text': "you're paying close attention and makes"}, {'start': '238.319', 'end': '245.040', 'text': 'the other person feel truly heard. Often'}, {'start': '242.400', 'end': '248.000', 'text': 'it naturally prompts them to elaborate'}, {'start': '245.040', 'end': '250.920', 'text': 'further and reveal more valuable'}, {'start': '248.000', 'end': '253.319', 'text': 'information. To use mirroring'}, {'start': '250.920', 'end': '256.600', 'text': 'effectively, approach it with genuine'}, {'start': '253.319', 'end': '259.040', 'text': 'curiosity, not like a robot mimicking'}, {'start': '256.600', 'end': '262.240', 'text': 'sounds. Listen carefully for those'}, {'start': '259.040', 'end': '264.400', 'text': 'impactful words or phrases to repeat.'}, {'start': '262.240', 'end': '269.240', 'text': 'This technique helps keep your focus'}, {'start': '264.400', 'end': '270.919', 'text': 'exactly where it needs to be, on them.'}, {'start': '269.240', 'end': '273.960', 'text': 'Three,'}, {'start': '270.919', 'end': '276.400', 'text': 'labeling. Another essential tool is'}, {'start': '273.960', 'end': '278.320', 'text': 'labeling. This means verbally'}, {'start': '276.400', 'end': '280.639', 'text': 'identifying and naming the other'}, {'start': '278.320', 'end': '285.000', 'text': "person's emotions. You start with"}, {'start': '280.639', 'end': '288.120', 'text': 'phrases like it seems like, it sounds'}, {'start': '285.000', 'end': '291.680', 'text': 'like, or it looks'}, {'start': '288.120', 'end': '295.040', 'text': 'like. Labeling negative emotions such as'}, {'start': '291.680', 'end': '298.320', 'text': 'fear or anger actually diffuses their'}, {'start': '295.040', 'end': '301.280', 'text': 'power by bringing them into the open.'}, {'start': '298.320', 'end': '304.000', 'text': 'Labeling positive emotions reinforces'}, {'start': '301.280', 'end': '306.000', 'text': 'them. Crucially, it shows the other'}, {'start': '304.000', 'end': '309.280', 'text': 'person you understand their emotional'}, {'start': '306.000', 'end': '312.400', 'text': 'reality, which builds trust. Applying'}, {'start': '309.280', 'end': '315.280', 'text': 'this requires observing emotional cues'}, {'start': '312.400', 'end': '317.280', 'text': 'like tone and body language, and then'}, {'start': '315.280', 'end': '320.560', 'text': 'making educated guesses about their'}, {'start': '317.280', 'end': '324.400', 'text': 'feelings using a calm, inquisitive tone.'}, {'start': '320.560', 'end': '327.199', 'text': 'Remember not to say you are angry, but'}, {'start': '324.400', 'end': '328.440', 'text': 'rather it seems like you might be'}, {'start': '327.199', 'end': '333.199', 'text': 'feeling'}, {'start': '328.440', 'end': '336.160', 'text': 'angry. Four, getting to know. Contrary'}, {'start': '333.199', 'end': '338.960', 'text': 'to popular belief, hearing no is not the'}, {'start': '336.160', 'end': '341.520', 'text': "end of a negotiation. It's often the"}, {'start': '338.960', 'end': '344.560', 'text': 'beginning of the real conversation.'}, {'start': '341.520', 'end': '346.800', 'text': 'People feel safer and more in control'}, {'start': '344.560', 'end': '349.759', 'text': 'when they say no because it affirms'}, {'start': '346.800', 'end': '352.639', 'text': 'their autonomy. Sometimes you actually'}, {'start': '349.759', 'end': '354.320', 'text': 'need to guide them towards saying no on'}, {'start': '352.639', 'end': '356.880', 'text': 'minor points to make them feel'}, {'start': '354.320', 'end': '360.560', 'text': 'comfortable enough to genuinely consider'}, {'start': '356.880', 'end': '364.639', 'text': 'saying yes later to what matters. To do'}, {'start': '360.560', 'end': '367.520', 'text': 'this, use no oriented questions. For'}, {'start': '364.639', 'end': '370.680', 'text': 'example, ask, "Is now a bad time to'}, {'start': '367.520', 'end': '373.280', 'text': 'talk?" or "Is it a ridiculous idea to'}, {'start': '370.680', 'end': '376.000', 'text': 'suggest?" Don\'t fear hearing no.'}, {'start': '373.280', 'end': '378.440', 'text': 'Instead, view it as progress and an'}, {'start': '376.000', 'end': '380.280', 'text': 'opportunity to understand their'}, {'start': '378.440', 'end': '384.080', 'text': 'boundaries.'}, {'start': '380.280', 'end': '386.319', 'text': "Five, that's right. The magic words"}, {'start': '384.080', 'end': '390.160', 'text': "you're aiming for in any negotiation"}, {'start': '386.319', 'end': '392.160', 'text': "aren't yes or even you're right. The"}, {'start': '390.160', 'end': '395.440', 'text': 'real breakthrough comes when the other'}, {'start': '392.160', 'end': '397.280', 'text': "side says that's right. This phrase"}, {'start': '395.440', 'end': '399.759', 'text': 'signals that they feel you have'}, {'start': '397.280', 'end': '402.880', 'text': 'perfectly understood their position,'}, {'start': '399.759', 'end': '405.440', 'text': 'their feelings, and their perspective.'}, {'start': '402.880', 'end': '407.600', 'text': 'You achieve this moment by accurately'}, {'start': '405.440', 'end': '410.160', 'text': 'summarizing their viewpoint and'}, {'start': '407.600', 'end': '412.560', 'text': 'emotional state, often using a'}, {'start': '410.160', 'end': '415.120', 'text': 'combination of labeling and mirroring'}, {'start': '412.560', 'end': '417.000', 'text': 'techniques until they spontaneously'}, {'start': '415.120', 'end': '419.919', 'text': 'offer that'}, {'start': '417.000', 'end': '422.479', 'text': "confirmation. Reaching that's right,"}, {'start': '419.919', 'end': '425.440', 'text': "builds deep trust and indicates you've"}, {'start': '422.479', 'end': '429.160', 'text': 'truly connected. This requires'}, {'start': '425.440', 'end': '432.199', 'text': 'exceptional listening skills.'}, {'start': '429.160', 'end': '435.160', 'text': 'Six calibrated'}, {'start': '432.199', 'end': '438.599', 'text': 'questions. How and'}, {'start': '435.160', 'end': '441.000', 'text': 'what. Avoid asking why questions in'}, {'start': '438.599', 'end': '443.800', 'text': 'negotiations as they often sound'}, {'start': '441.000', 'end': '447.520', 'text': 'accusatory and put people on the'}, {'start': '443.800', 'end': '449.759', 'text': 'defensive. Instead, use open-ended how'}, {'start': '447.520', 'end': '452.800', 'text': 'and what questions.'}, {'start': '449.759', 'end': '454.720', 'text': 'These are called calibrated questions'}, {'start': '452.800', 'end': '458.400', 'text': 'and they are designed to make the other'}, {'start': '454.720', 'end': '460.759', 'text': 'side pause, think critically and often'}, {'start': '458.400', 'end': '464.240', 'text': 'start solving your problem for'}, {'start': '460.759', 'end': '467.360', 'text': 'you. Good examples include how am I'}, {'start': '464.240', 'end': '470.240', 'text': 'supposed to do that? Or what are we'}, {'start': '467.360', 'end': '473.440', 'text': 'trying to accomplish here? Or how can we'}, {'start': '470.240', 'end': '476.240', 'text': 'make this work towards that goal? Asking'}, {'start': '473.440', 'end': '479.400', 'text': 'these questions calmly and genuinely'}, {'start': '476.240', 'end': '481.680', 'text': 'helps uncover their constraints and'}, {'start': '479.400', 'end': '483.840', 'text': 'motivations. It guides their thinking'}, {'start': '481.680', 'end': '487.120', 'text': 'towards a solution that incorporates'}, {'start': '483.840', 'end': '491.199', 'text': 'your needs without direct confrontation.'}, {'start': '487.120', 'end': '493.280', 'text': 'Brainy bite. Seventh, accusation audit.'}, {'start': '491.199', 'end': '496.160', 'text': 'This technique involves proactively'}, {'start': '493.280', 'end': '498.639', 'text': 'listing every negative assumption, fear,'}, {'start': '496.160', 'end': '500.960', 'text': 'or accusation the other side might be'}, {'start': '498.639', 'end': '503.080', 'text': 'thinking about you or your position'}, {'start': '500.960', 'end': '506.080', 'text': 'before they even get a chance to voice'}, {'start': '503.080', 'end': '508.120', 'text': 'it. You might say something like, "It'}, {'start': '506.080', 'end': '511.120', 'text': "probably seems like we're being"}, {'start': '508.120', 'end': '513.399', 'text': 'unfair." Or, "You might think we haven\'t'}, {'start': '511.120', 'end': '515.919', 'text': 'fully considered your'}, {'start': '513.399', 'end': '519.839', 'text': 'situation." Addressing these potential'}, {'start': '515.919', 'end': '521.440', 'text': 'negatives headon disarms them instantly.'}, {'start': '519.839', 'end': '523.919', 'text': "It shows you're aware of their"}, {'start': '521.440', 'end': '527.040', 'text': 'perspective and builds trust through'}, {'start': '523.919', 'end': '529.000', 'text': 'radical transparency, clearing the air'}, {'start': '527.040', 'end': '532.399', 'text': 'for a more productive'}, {'start': '529.000', 'end': '534.640', 'text': 'conversation. This requires anticipating'}, {'start': '532.399', 'end': '538.680', 'text': 'their negative perceptions and having'}, {'start': '534.640', 'end': '542.600', 'text': 'the courage to address them calmly and'}, {'start': '538.680', 'end': '545.360', 'text': 'factually. Eight, anchoring and'}, {'start': '542.600', 'end': '548.160', 'text': 'framing. Numbers matter and how you'}, {'start': '545.360', 'end': '550.720', 'text': 'present them matters even more. Use'}, {'start': '548.160', 'end': '553.279', 'text': 'numbers strategically to anchor the'}, {'start': '550.720', 'end': '556.560', 'text': "other side's perception of value or the"}, {'start': '553.279', 'end': '559.120', 'text': 'acceptable bargaining range. Sometimes'}, {'start': '556.560', 'end': '561.839', 'text': 'starting with an extreme anchor can make'}, {'start': '559.120', 'end': '563.880', 'text': 'your actual desired number seem much'}, {'start': '561.839', 'end': '566.160', 'text': 'more reasonable in'}, {'start': '563.880', 'end': '568.600', 'text': 'comparison. Also leverage the'}, {'start': '566.160', 'end': '571.200', 'text': 'psychological principle of loss'}, {'start': '568.600', 'end': '573.839', 'text': 'aversion. People are generally more'}, {'start': '571.200', 'end': '577.200', 'text': 'motivated to avoid a loss than they are'}, {'start': '573.839', 'end': '579.760', 'text': 'to achieve an equivalent gain. Frame'}, {'start': '577.200', 'end': '582.160', 'text': 'your proposals, highlighting what they'}, {'start': '579.760', 'end': '585.040', 'text': "stand to lose if the deal doesn't"}, {'start': '582.160', 'end': '587.720', 'text': 'happen. Using strategic ranges when'}, {'start': '585.040', 'end': '590.560', 'text': 'making offers can also be highly'}, {'start': '587.720', 'end': '592.959', 'text': 'effective. Applying this requires'}, {'start': '590.560', 'end': '595.440', 'text': 'careful preparation of your numbers and'}, {'start': '592.959', 'end': '599.160', 'text': "how you'll present them. Understanding"}, {'start': '595.440', 'end': '603.959', 'text': 'the psychology involved. Nine.'}, {'start': '599.160', 'end': '607.040', 'text': 'Uncovering black swans. Find the hidden'}, {'start': '603.959', 'end': '610.040', 'text': 'leverage. In any negotiation, there are'}, {'start': '607.040', 'end': '612.800', 'text': 'black swans. These are the unknown'}, {'start': '610.040', 'end': '615.120', 'text': 'unknowns. Those small hidden pieces of'}, {'start': '612.800', 'end': '617.360', 'text': 'information or leverage points that if'}, {'start': '615.120', 'end': '619.399', 'text': 'discovered can completely shift the'}, {'start': '617.360', 'end': '622.000', 'text': 'entire dynamic of the'}, {'start': '619.399', 'end': '625.040', 'text': 'negotiation. Finding these black swans'}, {'start': '622.000', 'end': '628.000', 'text': 'requires intense active listening and'}, {'start': '625.040', 'end': '629.880', 'text': 'sharp observation skills. Pay close'}, {'start': '628.000', 'end': '632.640', 'text': 'attention to things that seem'}, {'start': '629.880', 'end': '636.000', 'text': 'surprising, out of place, or are'}, {'start': '632.640', 'end': '638.560', 'text': 'mentioned with unusual emotion. Probe'}, {'start': '636.000', 'end': '642.519', 'text': 'gently around these areas using'}, {'start': '638.560', 'end': '646.160', 'text': 'open-ended questions. Cultivate extreme'}, {'start': '642.519', 'end': '649.959', 'text': 'curiosity and be prepared for unexpected'}, {'start': '646.160', 'end': '653.279', 'text': 'information that can unlock'}, {'start': '649.959', 'end': '656.320', 'text': 'breakthroughs. Realworld application'}, {'start': '653.279', 'end': '658.480', 'text': 'becoming a better negotiator.'}, {'start': '656.320', 'end': '661.760', 'text': 'So, how do you put these powerful'}, {'start': '658.480', 'end': '663.000', 'text': 'techniques from Chris Voss into practice'}, {'start': '661.760', 'end': '668.200', 'text': 'in your own'}, {'start': '663.000', 'end': '671.440', 'text': 'life? One, shift your'}, {'start': '668.200', 'end': '674.279', 'text': 'focus. Consciously move away from pure'}, {'start': '671.440', 'end': '677.200', 'text': 'logic and compromise. Instead,'}, {'start': '674.279', 'end': '679.120', 'text': 'prioritize understanding and influencing'}, {'start': '677.200', 'end': '682.680', 'text': 'the emotional landscape of the'}, {'start': '679.120', 'end': '686.560', 'text': 'negotiation through tactical empathy.'}, {'start': '682.680', 'end': '689.040', 'text': 'Two, listen intensely.'}, {'start': '686.560', 'end': '692.079', 'text': 'Remember that negotiation is largely'}, {'start': '689.040', 'end': '695.120', 'text': 'about gathering information. Use tools'}, {'start': '692.079', 'end': '697.680', 'text': 'like mirroring, labeling, and strategic'}, {'start': '695.120', 'end': '703.200', 'text': 'silence to encourage the other side to'}, {'start': '697.680', 'end': '707.200', 'text': 'talk more. Three, embrace no and aim for'}, {'start': '703.200', 'end': '709.920', 'text': "that's right. Don't fear hearing no. Use"}, {'start': '707.200', 'end': '713.200', 'text': 'it strategically to create safety and'}, {'start': '709.920', 'end': '715.519', 'text': 'uncover real issues. Focus your efforts'}, {'start': '713.200', 'end': '717.399', 'text': "on achieving that that's right moment"}, {'start': '715.519', 'end': '719.720', 'text': 'signifying true'}, {'start': '717.399', 'end': '722.399', 'text': 'understanding. Fourth guide with'}, {'start': '719.720', 'end': '726.160', 'text': 'questions. Master the art of asking'}, {'start': '722.399', 'end': '728.079', 'text': 'calibrated how and what questions. Let'}, {'start': '726.160', 'end': '731.240', 'text': 'these guide the conversation and'}, {'start': '728.079', 'end': '735.360', 'text': 'encourage the other side to help solve'}, {'start': '731.240', 'end': '738.160', 'text': 'challenges. Five. Manage emotions'}, {'start': '735.360', 'end': '740.360', 'text': 'carefully. Use labeling and your voice'}, {'start': '738.160', 'end': '743.000', 'text': 'tone to manage their emotions'}, {'start': '740.360', 'end': '746.079', 'text': 'effectively while maintaining your own'}, {'start': '743.000', 'end': '748.360', 'text': 'calmness. Use accusation audits'}, {'start': '746.079', 'end': '752.680', 'text': 'proactively to clear'}, {'start': '748.360', 'end': '755.120', 'text': 'negativity. Sixth practice brainy bites'}, {'start': '752.680', 'end': '757.839', 'text': 'everywhere. The key is consistent'}, {'start': '755.120', 'end': '759.920', 'text': 'practice. Start using mirroring,'}, {'start': '757.839', 'end': '762.560', 'text': 'labeling, and calibrated questions in'}, {'start': '759.920', 'end': '765.279', 'text': 'low stakes everyday interactions with'}, {'start': '762.560', 'end': '768.600', 'text': 'colleagues, family, or even customer'}, {'start': '765.279', 'end': '771.040', 'text': 'service calls to build your skill and'}, {'start': '768.600', 'end': '773.680', 'text': 'confidence. I hope this breakdown of'}, {'start': '771.040', 'end': '776.399', 'text': "Chris Voss's Never Split the Difference"}, {'start': '773.680', 'end': '779.839', 'text': 'gives you powerful new tools for any'}, {'start': '776.399', 'end': '783.360', 'text': 'negotiation. If it did, please show some'}, {'start': '779.839', 'end': '785.680', 'text': 'love by hitting like and subscribe to'}, {'start': '783.360', 'end': '788.240', 'text': 'join our Brainy Bites community for more'}, {'start': '785.680', 'end': '790.480', 'text': 'practical summaries. Want to help fuel'}, {'start': '788.240', 'end': '792.639', 'text': 'future content like this? You can'}, {'start': '790.480', 'end': '794.959', 'text': 'support the channel by buying me a'}, {'start': '792.639', 'end': '797.120', 'text': 'coffee through the link below. It helps'}, {'start': '794.959', 'end': '799.360', 'text': 'me dedicate more time to finding and'}, {'start': '797.120', 'end': '802.800', 'text': 'summarizing these impactful books for'}, {'start': '799.360', 'end': '806.160', 'text': 'you all. And speaking of impactful'}, {'start': '802.800', 'end': '808.399', 'text': 'books, what negotiation, persuasion, or'}, {'start': '806.160', 'end': '810.959', 'text': 'communication classic should I tackle'}, {'start': '808.399', 'end': '813.680', 'text': 'next? Let me know your suggestions in'}, {'start': '810.959', 'end': '817.880', 'text': 'the comments. Your input drives the'}, {'start': '813.680', 'end': '817.880', 'text': 'channel. Thanks for watching.'}]