Chris Voss - The Art Of Negotiati... | Masterclass -

Before you say a single word, you must control your voice. Voss identifies three main tones:

The old model suggests that if you want $100 and I want to pay you $0, the "fair" outcome is $50. Voss argues that this is a lazy cop-out. Splitting the difference leaves both parties unsatisfied. In a hostage situation, you cannot "split the difference" on a human life. In business, splitting the difference often leaves money on the table and fails to solve the underlying problem. MasterClass - Chris Voss - The Art of Negotiati...

In the high-stakes world of international kidnapping and bank robberies, a single wrong word can be fatal. , a former lead FBI hostage negotiator, spent 24 years refining a system of communication that prioritizes emotional intelligence over cold logic. In his popular MasterClass, "The Art of Negotiation," Voss adapts these life-or-death strategies for everyday scenarios—from asking for a salary increase to resolving conflicts with a teenager. Who is Chris Voss? Before you say a single word, you must control your voice

6 Negotiation Strategies From Former Hostage ... - MasterClass Splitting the difference leaves both parties unsatisfied

Forget "yes." Voss hates "yes." He points out that "yes" is often just a polite way to end a conversation or a placating gesture. "Maybe" is even worse. The only two words that signal a true breakthrough are: "That’s right."

Then you meet Chris Voss.