Chris Voss

How do you notice them?

How do you really hear them?

Calling out ahead of time.

So like acknowledging that this is,

ahead of time that this is going to hurt.

It's tough because I've had a few, and again, we're dancing between things, but

I've had a few conversations where anger arose in the guest I spoke with.

And I'm not sure identifying it.

That's like leaning into it and going into the depths.

That's going to the depths of some emotional, psychological thing they're going through that I'm not sure I wanna explore that iceberg with a little ship we got.

So you have to decide, do you want to avoid it or do you want to lean into it?

It's a tough choice.

It's the elephant in the room.

It is an elephant in the room.

It is an elephant, especially when I think that's the big difference between conversations and negotiations.

Negotiation ultimately is looking for closure and resolution.

I think general conversations like this is more exploring.

There's not necessarily a goal.

Like if I had to put a goal for this conversation, there's no real goal.

It's curiously exploring ideas.