'/%3E%3C/svg%3E){kind=small}
'/%3E%3Cpath%20fill='%23b2b2b2'%20d='M241%20382q0%2016%2017%2026%2017%2011%2042%2011t42-11q16-11%2017-26V269H241'/%3E%3Cpath%20fill='%239f7e00'%20d='M241%20379q0%2014%208%2023%209%209%2021%209%2014%200%2021-9%209-9%209-23V269h-59'/%3E%3Cpath%20d='M241%20339v-70h59v110q0%2014-9%2023l-6%205v-68h-15v72q-8%200-14-4v-68zm59%2040c0%2022%2015%2032%2029%2032%2021%200%2030-18%2030-32v-40h-59'/%3E%3Cpath%20fill='%239f7e00'%20d='M266%20277v5h2v12h-3v-5h2v-5h-9v5h2v5h-4v9h3v18h-5v10h34v-10h-5v-18h3v-9h-4v-5h2v-5h-9v5h2v5h-3v-12h2v-5zm42%20101q0%2010%206%2017%206%206%2015%207%2010-1%2016-7%206-7%206-17v-29h-43'/%3E%3Ccircle%20fill='%230044ad'%20cx='329.5'%20cy='372'%20r='6'/%3E%3Cellipse%20fill='%230044ad'%20cx='300'%20cy='340'%20rx='16'%20ry='21'/%3E%3C/svg%3E){kind=small}
'/%3E%3C/g%3E%3Cuse%20href='%23c'%20transform='matrix(-1%200%200%201%20720%200)'/%3E%3C/svg%3E){kind=small}
Tahl Raz
AI is making analysis and expertise cheap, yet most organisations still promote and train people for exactly those things. The advantage is moving to judgment and to the ability to read and persuade other people. Most leadership development still treats both as personality traits rather than skills, so the gap widens as the tools improve.
Tahl Raz shows leaders which human capabilities gain value as AI makes knowledge cheap, drawing on the bestsellers he co-wrote, including Never Split the Difference and The CEO Next Door.
Full Profile
Why organisations work with Tahl Raz
- He has worked inside five separate bodies of expertise, from FBI hostage negotiation with Chris Voss to CEO performance data with Elena Botelho and Kim Powell, so one session can draw on all of them.
- His negotiation material comes from the source. He co-wrote Never Split the Difference, which has sold more than five million copies in over 40 languages, and his influence keynote builds on its idea of tactical empathy.
- He gives a leadership team evidence on what gets people to the top. The CEO Next Door draws on more than 17,000 executive assessments, was CMI Management Book of the Year in 2019, and its research ran as a Harvard Business Review cover story.
- He applies the same material to AI. His current keynotes, including The Human Advantage and Wisdom in the Age of Intelligence, set out which human capabilities become worth more as machines take on analysis.
Biography highlights
- Co-author, with former FBI hostage negotiator Chris Voss, of Never Split the Difference (HarperBusiness), a New York Times and Wall Street Journal bestseller with more than five million copies sold in over 40 languages
- Co-author, with Keith Ferrazzi, of Never Eat Alone (Crown Business), a New York Times bestseller used as an MBA textbook
- Co-author, with Elena Botelho and Kim Powell, of The CEO Next Door, CMI Management Book of the Year 2019, based on more than 17,000 executive assessments and featured as a Harvard Business Review cover story
- Collaborator on Imagine It Forward with former GE Vice Chair Beth Comstock, a 2018 best business book pick by Fast Company and Wired UK, and on Million Dollar Weekend with AppSumo founder Noah Kagan, an instant New York Times bestseller
- Journalist published in Inc., GQ, Harvard Business Review, and the Jerusalem Post; former Chief Content Officer, CEO of the online education company MyGreenLight, and founder of Jewcy Media
- Philosophy degree, Vassar College
Biography
Chris Voss learned his trade as the FBI’s lead international kidnapping negotiator. The book that turned that experience into a method for business, Never Split the Difference, was written with Tahl Raz. It has since sold more than five million copies in over 40 languages.
Raz, a journalist whose work has appeared in Inc., GQ, and Harvard Business Review, has done that job across very different fields. With Keith Ferrazzi he wrote Never Eat Alone, now used as an MBA textbook. With Elena Botelho and Kim Powell he wrote The CEO Next Door, built on more than 17,000 executive assessments and named CMI Management Book of the Year in 2019. He has also worked with former GE Vice Chair Beth Comstock on corporate change, and with AppSumo founder Noah Kagan on starting a business.
Each of those books meant finding what one expert did differently and making it usable by readers who were nothing like them. His keynotes apply the same method to a question AI has made pressing. When analysis and information cost almost nothing, where does a person’s advantage come from? His answer is judgment, and the skill of reading and moving other people.
The New Rules of Influence and Connection combines tactical empathy from the Voss work with the relationship principles of Never Eat Alone. Bet Bigger argues that when markets are shifting, caution is a bet with its own downside.
Key speaking topics
- Human capabilities that gain value as AI spreads
- Judgment and decision-making under uncertainty
- Negotiation and tactical empathy
- Relationship capital and professional networks
- Executive performance and the path to the top job
- Competitive advantage when everyone has the same tools
- Tacit knowledge and expert judgment
Ideal for
- Chief executives and leadership teams setting expectations for how their people work alongside AI
- CHROs and heads of leadership development deciding which capabilities to build as AI takes over analytical work
- Leadership conferences and offsites for organisations under pressure to make larger bets during disruption
- Sales and client-facing teams whose results depend on negotiation and trust
Audience outcomes
- A short list of the human capabilities that grow in value as AI commoditises analysis, and ways to build them on purpose
- Negotiation techniques from FBI hostage work that apply directly to client and internal negotiations, including pay
- A way to tell risk from uncertainty, and to judge a bet by its downside and upside instead of its odds alone
- Habits for building relationships before they are needed
Talks
Why the capabilities machines cannot supply, from judgment to empathy, become more valuable as AI makes knowledge abundant, and how leaders can combine the two.
Key takeaways:
- Which human capabilities rise in value as AI commoditises knowledge and analysis
- Why tactical empathy works as a performance tool in conflict and leadership
- A way to combine machine output with human judgment without confusing the two
How people who repeatedly spot what others miss find mispriced opportunities and outdated assumptions when everyone has the same data and tools.
Key takeaways:
- How to surface the assumptions an industry has stopped questioning
- Why deep expertise can create blind spots as well as advantage
- How probabilistic thinking improves decisions made on incomplete information
For organisations facing disruption, why excessive caution carries its own risk and how good risk-takers act when the outcome cannot be known.
Key takeaways:
- The difference between risk and uncertainty
- How to weigh an opportunity by its downside and its potential upside
- How leaders can reward intelligent risk-taking instead of quietly punishing it
On the gap between intelligence and judgment, and how experienced practitioners turn experience into decisions that data alone cannot make.
Key takeaways:
- How exceptional performers convert experience into judgment
- How to draw out the tacit knowledge held by an organisation’s most experienced people
- When to trust data over experience, and where each runs out
Brings the relationship principles of Never Eat Alone together with the tactical empathy of Never Split the Difference, for workplaces reshaped by technology and distributed teams.
Key takeaways:
- How tactical empathy changes difficult conversations and conflict
- Why making someone feel understood is different from agreeing with them
- How to build relationship capital before it is needed