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

Drop your voice at the end of a sentence. Slow down. Pause.
That calm, almost sleepy tone creates trust and authority. It disarms aggression and encourages the other side to reveal more.

A bargaining system for offers:

One of the most counter-intuitive lessons in the Chris Voss MasterClass is his love for the word "No." MasterClass - Chris Voss - The Art of Negotiati...

Most of us run from "no." We say, "Let's find a win-win." Voss says win-win is a lie. Win-win forces people to say "yes" when they want to say "no," which breeds resentment.

Instead, Voss argues that "No" creates safety. When someone says "no," they feel in control. They feel they have protected their territory. Once they say "no," the negotiation actually begins. Drop your voice at the end of a sentence

The Voss Strategy: Force a "no" early.

Voss is famous for his disdain for the word "Why." Asking "Why did you do that?" puts people on the defensive. Instead, he teaches the use of Calibrated Questions—open-ended questions starting with "How" or "What." "How am I supposed to do that

The crown jewel of these questions is:

"How am I supposed to do that?"

When you ask someone "How am I supposed to do that?" regarding an unreasonable demand, you are forcing them to look at the problem from your perspective. You are asking for their help. It turns a confrontation into a collaboration.