Chris Voss

So the only business book that I ever read that I was really entertained by and was an easy read, not light, but easy. Never Eat Alone, Keith Ferrazzi's book on networking. And so Tal Raz was his co-writer. And I actually fired four writers before I got to Tal. And Tal made all the difference in the world. And in so many ways that I didn't realize at the time, Tal is a brilliant researcher.

So the only business book that I ever read that I was really entertained by and was an easy read, not light, but easy. Never Eat Alone, Keith Ferrazzi's book on networking. And so Tal Raz was his co-writer. And I actually fired four writers before I got to Tal. And Tal made all the difference in the world. And in so many ways that I didn't realize at the time, Tal is a brilliant researcher.

I didn't think the writer should do research. You know, my thought was I'm subject matter, your style.

I didn't think the writer should do research. You know, my thought was I'm subject matter, your style.

I didn't think the writer should do research. You know, my thought was I'm subject matter, your style.

Interview me and let's go. And unbeknownst to me at the time, like Tal inhaled every book on negotiation he could find. So then as we're going through it, first of all, I begin to see echoes of other books in his questions. So he'd ask me a question. I'm like, ah, you gathered that insight for that question from reading Jim Camp's book, Start With No.

Interview me and let's go. And unbeknownst to me at the time, like Tal inhaled every book on negotiation he could find. So then as we're going through it, first of all, I begin to see echoes of other books in his questions. So he'd ask me a question. I'm like, ah, you gathered that insight for that question from reading Jim Camp's book, Start With No.

Interview me and let's go. And unbeknownst to me at the time, like Tal inhaled every book on negotiation he could find. So then as we're going through it, first of all, I begin to see echoes of other books in his questions. So he'd ask me a question. I'm like, ah, you gathered that insight for that question from reading Jim Camp's book, Start With No.

And so then as we're going through the material, Paul, having done his research, he didn't take anything that I said at face value. My son Brandon had a lot of input at the time also. Um, but you know, he, he would, he would challenge us and he makes it better, makes it better because what an expert forgets is what it's like not to know.

And so then as we're going through the material, Paul, having done his research, he didn't take anything that I said at face value. My son Brandon had a lot of input at the time also. Um, but you know, he, he would, he would challenge us and he makes it better, makes it better because what an expert forgets is what it's like not to know.

And so then as we're going through the material, Paul, having done his research, he didn't take anything that I said at face value. My son Brandon had a lot of input at the time also. Um, but you know, he, he would, he would challenge us and he makes it better, makes it better because what an expert forgets is what it's like not to know.

And he said something to the effect of, you know, what about this concept of strategic umbrage where you act angry to get your way? Use anger as a tool. And my answer to that was like, all right, it's a stupid idea. And his response was, all right, we're going to need a little more than that. Because it's so obvious to you, you forgot what it's like not to know.

And he said something to the effect of, you know, what about this concept of strategic umbrage where you act angry to get your way? Use anger as a tool. And my answer to that was like, all right, it's a stupid idea. And his response was, all right, we're going to need a little more than that. Because it's so obvious to you, you forgot what it's like not to know.

And he said something to the effect of, you know, what about this concept of strategic umbrage where you act angry to get your way? Use anger as a tool. And my answer to that was like, all right, it's a stupid idea. And his response was, all right, we're going to need a little more than that. Because it's so obvious to you, you forgot what it's like not to know.

So you have to explain it in much more depth than that. And there were a number of things that he was great at. So, you know, why did I bring Tull up when a book first comes out?

So you have to explain it in much more depth than that. And there were a number of things that he was great at. So, you know, why did I bring Tull up when a book first comes out?

So you have to explain it in much more depth than that. And there were a number of things that he was great at. So, you know, why did I bring Tull up when a book first comes out?

It was a two-step process. There was another writer that did a book proposal. Okay.

It was a two-step process. There was another writer that did a book proposal. Okay.

It was a two-step process. There was another writer that did a book proposal. Okay.