Oct 1, 2026 · 1h 1m
Derek Gaunt makes curiosity a negotiation advantage
Derek Gaunt: Fight Less, Win More Through Tactical Empathy
The episode shows how listening, silence, and tested assumptions can uncover hidden concerns before they derail a deal or relationship.
- 1Effective negotiators enter with something to learn, letting the other side reveal what success and risk actually mean.
- 2Tone, pauses, and live conversation expose information that email and text routinely strip away from sensitive discussions.
- 3Trust grows when people feel understood, while curiosity can replace pressure as the path to influence without manipulation.
Don't miss
Derek Gaunt explains why setting aside the goal and letting the other person speak first can reveal the concern beneath a demand.
The brief
Mick Hunt speaks with negotiation coach and former hostage-negotiation commander Derek Gaunt about tactical empathy: influencing people by understanding their perspective rather than manipulating it.
Gaunt argues that negotiators should begin with curiosity, not a pitch or fixed objective, because the other side’s definition of success may differ from the obvious deal.
A pressure-based hostage exercise shows how stress distorts judgment, while Gaunt’s law-enforcement experience explains why trust and perspective-taking matter when decisions carry consequences.
The conversation makes a practical case for calling instead of emailing when stakes are high: tone, silence, pauses, and facial cues carry information words alone cannot.
The standout lesson is simple but demanding: notice warning signs, ask what sits beneath them, and let guided discovery do more work than persuasive talking.
Featuring
Books & mentions
Fight Less, Win More
A practical extension of the episode’s ideas on tactical empathy, hidden concerns, and high-stakes conversations.
Never Split the Difference
The earlier negotiation framework that Gaunt describes as a foundation for his more field-oriented approach.
Ego, Authority, Failure
Gaunt applies negotiation and emotional-intelligence lessons to leadership and workplace relationships.
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