Chris Voss

Secondly, okay, if those are the ground rules, let's talk about how you can be more valuable, how I can pay you more.

And again, it's not necessarily more, it's more valuable.

So it doesn't garner sympathy.

Like in a hostage negotiation,

All I've seen is in the movies when the hostages say like, but I have a kid, but I just had a baby.

Does that work?

Only indirectly.

Like if you're laying it on them, they know what you're doing.

And it doesn't matter to them.

In reality, it doesn't matter.

Indirectly, it can make a difference.

You want to increase your survivability in the same way that you meet people in a business setting.

How do you meet people in a business?

You walk up, you offer your hand, and you tell them your first name.

And instantly you're a human being.

That is the same way.

As soon as I become a human on my own

And maybe at some point in time, if you resonate with children, then maybe I can share that.

If I found out that your kids mean something to you, then at some point in time, I might have the opportunity on down the line to share that.

But if I want to weaponize that early on, then you're going to smell that.