Chris Voss

I don't want to sound disrespectful is the wrong way. That's a denial. I'm going to sound disrespectful is the correct way. It's a prediction. It's an observation. So if it's there, it deactivates it. Now, what scares everybody is that you can plant the negative. You can plant the negative emotion. You can't plant emotions in people's heads. You can't plant negatives. You can't plant positive.

I don't want to sound disrespectful is the wrong way. That's a denial. I'm going to sound disrespectful is the correct way. It's a prediction. It's an observation. So if it's there, it deactivates it. Now, what scares everybody is that you can plant the negative. You can plant the negative emotion. You can't plant emotions in people's heads. You can't plant negatives. You can't plant positive.

You can only work with what's there. So the accusations audit is probably one of the single most effective, most used strategies that we coach people on to break open negotiations, to break down barriers, to solve problems in an accelerated fashion.

You can only work with what's there. So the accusations audit is probably one of the single most effective, most used strategies that we coach people on to break open negotiations, to break down barriers, to solve problems in an accelerated fashion.

You can only work with what's there. So the accusations audit is probably one of the single most effective, most used strategies that we coach people on to break open negotiations, to break down barriers, to solve problems in an accelerated fashion.

You know, I'm glad you asked that because my staff is doing this to me all the time. And why do they do it to me all the time? Because it works at home. Like they'll walk into my office and they'll go, is now a bad time to talk? No, you're going to hate me for this. You know, my girlfriend, I got to take my girlfriend to the grocery store. Like, I don't know what it is.

You know, I'm glad you asked that because my staff is doing this to me all the time. And why do they do it to me all the time? Because it works at home. Like they'll walk into my office and they'll go, is now a bad time to talk? No, you're going to hate me for this. You know, my girlfriend, I got to take my girlfriend to the grocery store. Like, I don't know what it is.

You know, I'm glad you asked that because my staff is doing this to me all the time. And why do they do it to me all the time? Because it works at home. Like they'll walk into my office and they'll go, is now a bad time to talk? No, you're going to hate me for this. You know, my girlfriend, I got to take my girlfriend to the grocery store. Like, I don't know what it is.

Like, they are throwing this one word out, you know, and when you're doing the accusations audit, I mean, go for the strong word. You know, don't pull your punches, which is why they say, you know, you're going to hate me for this. Like, no, I'm not going to. You know, my first reaction is like, you know, what are you going to do? Are you going to set my house on fire?

Like, they are throwing this one word out, you know, and when you're doing the accusations audit, I mean, go for the strong word. You know, don't pull your punches, which is why they say, you know, you're going to hate me for this. Like, no, I'm not going to. You know, my first reaction is like, you know, what are you going to do? Are you going to set my house on fire?

Like, they are throwing this one word out, you know, and when you're doing the accusations audit, I mean, go for the strong word. You know, don't pull your punches, which is why they say, you know, you're going to hate me for this. Like, no, I'm not going to. You know, my first reaction is like, you know, what are you going to do? Are you going to set my house on fire?

Are you going to dump your garbage inside my truck? Like, I imagined something horrible. And they'll ask me something that is less than what I was worried about. And, you know, they're preempting it. And so you're going to hate me for this. Start that on your ass, on the people in your life. Now, why is everybody on my staff doing this to me instantly? Not because they're trying to show off.

Are you going to dump your garbage inside my truck? Like, I imagined something horrible. And they'll ask me something that is less than what I was worried about. And, you know, they're preempting it. And so you're going to hate me for this. Start that on your ass, on the people in your life. Now, why is everybody on my staff doing this to me instantly? Not because they're trying to show off.

Are you going to dump your garbage inside my truck? Like, I imagined something horrible. And they'll ask me something that is less than what I was worried about. And, you know, they're preempting it. And so you're going to hate me for this. Start that on your ass, on the people in your life. Now, why is everybody on my staff doing this to me instantly? Not because they're trying to show off.

They got an inkling of this and they actually started using it at home. And they changed all their conversations at home. And so they're like, hey, this works. And if it works at home, it's going to work, you know, out on the street on a regular basis. So, yeah, start trying it. You've got to ask if it's going to make somebody uncomfortable.

They got an inkling of this and they actually started using it at home. And they changed all their conversations at home. And so they're like, hey, this works. And if it works at home, it's going to work, you know, out on the street on a regular basis. So, yeah, start trying it. You've got to ask if it's going to make somebody uncomfortable.

They got an inkling of this and they actually started using it at home. And they changed all their conversations at home. And so they're like, hey, this works. And if it works at home, it's going to work, you know, out on the street on a regular basis. So, yeah, start trying it. You've got to ask if it's going to make somebody uncomfortable.

And don't say, I don't want this to make you uncomfortable, which is, again, the denial. Say, you know, you're going to hate me for this. And then see what happens. Do it playfully. See what happens on small stake stuff. You know, get some data. Yeah.

And don't say, I don't want this to make you uncomfortable, which is, again, the denial. Say, you know, you're going to hate me for this. And then see what happens. Do it playfully. See what happens on small stake stuff. You know, get some data. Yeah.

And don't say, I don't want this to make you uncomfortable, which is, again, the denial. Say, you know, you're going to hate me for this. And then see what happens. Do it playfully. See what happens on small stake stuff. You know, get some data. Yeah.