Chris Voss

Yeah, I think you're definitely on the right track. I think it's probably two or three things. And very similar to the contrarian correction as well. I mean, it's a correcting, not, you know, I don't feel that way. That's both contrarian and correcting. And people love to correct. I mean, you know, people love to correct. We do, yes.

Yeah, I think you're definitely on the right track. I think it's probably two or three things. And very similar to the contrarian correction as well. I mean, it's a correcting, not, you know, I don't feel that way. That's both contrarian and correcting. And people love to correct. I mean, you know, people love to correct. We do, yes.

Yeah, I think you're definitely on the right track. I think it's probably two or three things. And very similar to the contrarian correction as well. I mean, it's a correcting, not, you know, I don't feel that way. That's both contrarian and correcting. And people love to correct. I mean, you know, people love to correct. We do, yes.

You know, there's a famous Judge Judy thing. You know, this guy, this girl's accused of this guy stealing her purse. And, you know, she's sitting there and she outlines all the stuff that was in her purse. And then, of course, she throws in there like $40 in cash. And the guy immediately says, there was no cash in that purse.

You know, there's a famous Judge Judy thing. You know, this guy, this girl's accused of this guy stealing her purse. And, you know, she's sitting there and she outlines all the stuff that was in her purse. And then, of course, she throws in there like $40 in cash. And the guy immediately says, there was no cash in that purse.

You know, there's a famous Judge Judy thing. You know, this guy, this girl's accused of this guy stealing her purse. And, you know, she's sitting there and she outlines all the stuff that was in her purse. And then, of course, she throws in there like $40 in cash. And the guy immediately says, there was no cash in that purse.

And the judge starts to laugh and said, folks, the only way you know that is you stole it.

And the judge starts to laugh and said, folks, the only way you know that is you stole it.

And the judge starts to laugh and said, folks, the only way you know that is you stole it.

Yeah, that is one of the magic wand phrases. And we've, for whatever reason, just for the fun of it, you know, we label a number of go-to phrases, magic wand phrases, because it just changes so much instantly. It's like waving a magic wand. So what is behind what somebody said is always more important than what they said.

Yeah, that is one of the magic wand phrases. And we've, for whatever reason, just for the fun of it, you know, we label a number of go-to phrases, magic wand phrases, because it just changes so much instantly. It's like waving a magic wand. So what is behind what somebody said is always more important than what they said.

Yeah, that is one of the magic wand phrases. And we've, for whatever reason, just for the fun of it, you know, we label a number of go-to phrases, magic wand phrases, because it just changes so much instantly. It's like waving a magic wand. So what is behind what somebody said is always more important than what they said.

It's always more important. You know, some people call it the question behind the question, the thought behind it. Like, what makes them say that? It's so much more important. You need to know what their thought process is. And your guess at best is going to be accurate about 30% of the time, which is not a bad accuracy, you know. It's not better than half, but it's not a horrible percentage.

It's always more important. You know, some people call it the question behind the question, the thought behind it. Like, what makes them say that? It's so much more important. You need to know what their thought process is. And your guess at best is going to be accurate about 30% of the time, which is not a bad accuracy, you know. It's not better than half, but it's not a horrible percentage.

It's always more important. You know, some people call it the question behind the question, the thought behind it. Like, what makes them say that? It's so much more important. You need to know what their thought process is. And your guess at best is going to be accurate about 30% of the time, which is not a bad accuracy, you know. It's not better than half, but it's not a horrible percentage.

But that means about two-thirds of the time your guess is going to be wrong. So you need to pull out why they said that. And, you know, it sounds like you have a reason for saying that. It seems like you have a reason for saying that. Whatever sort of take you want on that, you want to approach them in a way. And that's different than a question. Because if I say, what makes you say that?

But that means about two-thirds of the time your guess is going to be wrong. So you need to pull out why they said that. And, you know, it sounds like you have a reason for saying that. It seems like you have a reason for saying that. Whatever sort of take you want on that, you want to approach them in a way. And that's different than a question. Because if I say, what makes you say that?

But that means about two-thirds of the time your guess is going to be wrong. So you need to pull out why they said that. And, you know, it sounds like you have a reason for saying that. It seems like you have a reason for saying that. Whatever sort of take you want on that, you want to approach them in a way. And that's different than a question. Because if I say, what makes you say that?

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.

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.