Chris Voss

And the key to me, both getting in the bureau and on the negotiation team, was asking the right person and then doing what they said. So I asked the woman who was in charge of the negotiation team in New York after she flat out made it clear to me, I was eminently unqualified. I didn't have other than wanting to do it, nothing. And I said, well, what is it that I could do?

And the key to me, both getting in the bureau and on the negotiation team, was asking the right person and then doing what they said. So I asked the woman who was in charge of the negotiation team in New York after she flat out made it clear to me, I was eminently unqualified. I didn't have other than wanting to do it, nothing. And I said, well, what is it that I could do?

She said, volunteer on a suicide hotline, which I did, which shocked her, which shocked me. She said, you know, I tell everybody to do that. Nobody does. And so kind of the issue is do you take initiative and do you take instruction? That is kind of, it sounds really simple. But most people won't take initiative because they're like, ah, you know, what good is this going to do me?

She said, volunteer on a suicide hotline, which I did, which shocked her, which shocked me. She said, you know, I tell everybody to do that. Nobody does. And so kind of the issue is do you take initiative and do you take instruction? That is kind of, it sounds really simple. But most people won't take initiative because they're like, ah, you know, what good is this going to do me?

She said, volunteer on a suicide hotline, which I did, which shocked her, which shocked me. She said, you know, I tell everybody to do that. Nobody does. And so kind of the issue is do you take initiative and do you take instruction? That is kind of, it sounds really simple. But most people won't take initiative because they're like, ah, you know, what good is this going to do me?

I'm not going to do any extra.

I'm not going to do any extra.

I'm not going to do any extra.

Yeah, and then who did you ask also? Yeah. Because I've taken advice from the wrong people in the past. You know, there's a phrase, never take advice from somebody you wouldn't trade places with or hasn't been where you're going. Yeah. Now, if you really think about that, Who does that quickly disqualify? Probably people that you trust and people that you love. Yeah. Because your mom loves you.

Yeah, and then who did you ask also? Yeah. Because I've taken advice from the wrong people in the past. You know, there's a phrase, never take advice from somebody you wouldn't trade places with or hasn't been where you're going. Yeah. Now, if you really think about that, Who does that quickly disqualify? Probably people that you trust and people that you love. Yeah. Because your mom loves you.

Yeah, and then who did you ask also? Yeah. Because I've taken advice from the wrong people in the past. You know, there's a phrase, never take advice from somebody you wouldn't trade places with or hasn't been where you're going. Yeah. Now, if you really think about that, Who does that quickly disqualify? Probably people that you trust and people that you love. Yeah. Because your mom loves you.

You trust your mom. But if she hasn't done what you're asking about, she's not going to be able to give you good advice. Your brother-in-law, your father, you know, whatever your profession is. If they haven't done what you're asking about, the fact that you love them and trust them is inadequate. And that's the hard thing about advice, sorting out who you should really listen to.

You trust your mom. But if she hasn't done what you're asking about, she's not going to be able to give you good advice. Your brother-in-law, your father, you know, whatever your profession is. If they haven't done what you're asking about, the fact that you love them and trust them is inadequate. And that's the hard thing about advice, sorting out who you should really listen to.

You trust your mom. But if she hasn't done what you're asking about, she's not going to be able to give you good advice. Your brother-in-law, your father, you know, whatever your profession is. If they haven't done what you're asking about, the fact that you love them and trust them is inadequate. And that's the hard thing about advice, sorting out who you should really listen to.

And I'm in a lift a couple years ago, this guy with his great booming voice is my lift driver. And he says, yeah, my mom says I should get a job doing voiceovers as a voice actor. Now, having learned negotiation is a perishable skill. It's a human performance event. Being good at it is as difficult as being good at any professional sport.

And I'm in a lift a couple years ago, this guy with his great booming voice is my lift driver. And he says, yeah, my mom says I should get a job doing voiceovers as a voice actor. Now, having learned negotiation is a perishable skill. It's a human performance event. Being good at it is as difficult as being good at any professional sport.

And I'm in a lift a couple years ago, this guy with his great booming voice is my lift driver. And he says, yeah, my mom says I should get a job doing voiceovers as a voice actor. Now, having learned negotiation is a perishable skill. It's a human performance event. Being good at it is as difficult as being good at any professional sport.

If you don't dedicate it to it, if you don't dig into it, you're not going to be any good. You need reps, too. You need reps, but it looks easy. It's like being a radio DJ. It looks easy. People think they could do that. And you can't unless you study it. So this guy says, yeah, my mom says I should do voiceover. And I go, has your mother ever been in the industry? And he says, no.

If you don't dedicate it to it, if you don't dig into it, you're not going to be any good. You need reps, too. You need reps, but it looks easy. It's like being a radio DJ. It looks easy. People think they could do that. And you can't unless you study it. So this guy says, yeah, my mom says I should do voiceover. And I go, has your mother ever been in the industry? And he says, no.

If you don't dedicate it to it, if you don't dig into it, you're not going to be any good. You need reps, too. You need reps, but it looks easy. It's like being a radio DJ. It looks easy. People think they could do that. And you can't unless you study it. So this guy says, yeah, my mom says I should do voiceover. And I go, has your mother ever been in the industry? And he says, no.