Use a calm, soothing voice to create safety and authority.
Why: Triggers mirror neurons – people feel safe and cooperative.
A bargaining system for offers:
Most of us fear “no.” Voss says: invite it.
Asking “Is now a bad time to talk?” or “Do you want this deal to fail?” gives the other person safety and control. Once they say no, they feel secure enough to negotiate honestly. MasterClass - Chris Voss - The Art of Negotiati...
List every negative thing the other person might be thinking about you before they say it.
“You’ll probably think I’m being pushy, and you might feel this is a waste of time.”
Why: Removes surprise attacks, lowers defenses. Use a calm, soothing voice to create safety and authority
The central thesis of the entire class is Tactical Empathy.
Most people view empathy as being "nice" or agreeing with the other side. Voss defines it differently: empathy is understanding the other person’s position so well that you can articulate it better than they can. “You’ll probably think I’m being pushy, and you
Voss argues that "win-win" is often a fallacy that leads to compromised values. Instead, he teaches you to use emotional intelligence to influence the counterpart's decision-making process. You aren't manipulating them; you are guiding them to the conclusion that your desired outcome is actually their idea.
Most people try to convince. Voss says: Repeat the last three words (or the critical one) they just said, with a questioning tone.
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.