How Tactical Empathy Will Change Your Life- Justus Parmar & Chris Voss

Chris Voss talks with Justus Parmar, founder of Fortuna Investments, who says he used to negotiate mainly around his own goals. Using tactical empathy, a core Black Swan Group skill, he now starts by understanding the other side, which he says builds trust and protects long-term relationships, including at home.

Among the episode's takeaways: negotiation is a skill built through repetition, not a single phrase. Sharp deals cost repeat business. Voss also distinguishes rapport-based influence, which seeks shared economic and emotional benefit, from manipulation, which hides where a conversation is going.

Voss also explains why a lower voice with a downward inflection, in the right emotional tone, changes how a message lands.