Chris Voss

The word what causes you to stop and think. You're going to go into in-depth thinking, which means you may not have the energy to answer, number one, because in-depth thinking is tiring. Number two, you're going to think about it before you answer me. And I really want an unvarnished answer. I want it coming right out of your mouth without sucking a lot of energy out of you.

And I know that if I say it, it seems like I have a reason for saying that. you are more likely to give it to me straight right off the bat. It doesn't feel judgmental on your part. It feels very encouraging. It feels open and collaborative. It opens all these doors to sharing information that is not exhausting and actually develops rapport.

And I know that if I say it, it seems like I have a reason for saying that. you are more likely to give it to me straight right off the bat. It doesn't feel judgmental on your part. It feels very encouraging. It feels open and collaborative. It opens all these doors to sharing information that is not exhausting and actually develops rapport.

And I know that if I say it, it seems like I have a reason for saying that. you are more likely to give it to me straight right off the bat. It doesn't feel judgmental on your part. It feels very encouraging. It feels open and collaborative. It opens all these doors to sharing information that is not exhausting and actually develops rapport.

So it's a great way to find out what made them say what they just said.

So it's a great way to find out what made them say what they just said.

So it's a great way to find out what made them say what they just said.

Yeah, it's a great circumstance, too, because in that deposition, probably by definition, you're a threat. And so they're going to be reluctant. And you want them to pull that information where they don't see you as a threat. And also, if it's a deposition, it's probably going to go on for hours.

Yeah, it's a great circumstance, too, because in that deposition, probably by definition, you're a threat. And so they're going to be reluctant. And you want them to pull that information where they don't see you as a threat. And also, if it's a deposition, it's probably going to go on for hours.

Yeah, it's a great circumstance, too, because in that deposition, probably by definition, you're a threat. And so they're going to be reluctant. And you want them to pull that information where they don't see you as a threat. And also, if it's a deposition, it's probably going to go on for hours.

It doesn't really help you to exhaust them because the more tired they get, the less information they're going to be able to supply. Right.

It doesn't really help you to exhaust them because the more tired they get, the less information they're going to be able to supply. Right.

It doesn't really help you to exhaust them because the more tired they get, the less information they're going to be able to supply. Right.

It would really be, first of all, They may be what I refer to as a seven percenter, which is a person I don't want to deal with anyway. Yeah. I learned a long time ago, do I have to deal with this person? My former boss, Gary Nessner, used to say our approach to negotiation was best chance of success, which means by definition, it's not a guaranteed chance of success.

It would really be, first of all, They may be what I refer to as a seven percenter, which is a person I don't want to deal with anyway. Yeah. I learned a long time ago, do I have to deal with this person? My former boss, Gary Nessner, used to say our approach to negotiation was best chance of success, which means by definition, it's not a guaranteed chance of success.

It would really be, first of all, They may be what I refer to as a seven percenter, which is a person I don't want to deal with anyway. Yeah. I learned a long time ago, do I have to deal with this person? My former boss, Gary Nessner, used to say our approach to negotiation was best chance of success, which means by definition, it's not a guaranteed chance of success.

So I'm going to gauge the other person. How passive aggressive are they? Do I have to deal with them? do I want to be handcuffed to this person for the foreseeable future, for forever? A friend of mine, Joel Polish, refers to these people as halfs, hard, annoying, lame, and frustrating. And Joey says, just don't deal with halfs, cut them out of your life. And so if somebody's passive aggressive,

So I'm going to gauge the other person. How passive aggressive are they? Do I have to deal with them? do I want to be handcuffed to this person for the foreseeable future, for forever? A friend of mine, Joel Polish, refers to these people as halfs, hard, annoying, lame, and frustrating. And Joey says, just don't deal with halfs, cut them out of your life. And so if somebody's passive aggressive,

So I'm going to gauge the other person. How passive aggressive are they? Do I have to deal with them? do I want to be handcuffed to this person for the foreseeable future, for forever? A friend of mine, Joel Polish, refers to these people as halfs, hard, annoying, lame, and frustrating. And Joey says, just don't deal with halfs, cut them out of your life. And so if somebody's passive aggressive,

My first question to myself is, do I want to be handcuffed to this person over a long term period of time? And if the answer is no, then I'm out. The best indicator of future behavior is past behavior. If you're passive aggressive now, for me personally, there's a really good chance that you're going to get fired. I'm going to continue the relationship. Yeah.