Chris Voss

Now he might convert me, but only if I've been converted cold in the past, only if I'm smart enough to really be able to think for myself, eight out of 10 people are going to do what their trusted advisor tells them to do. So how can you manifest that early on? How can I get you to tell me that? I can get you to tell me that if I know what I'm looking for.

There's some emotional intelligence approaches. Vision drives decision. What does that mean? In our early conversation, I need to know what your vision moving forward is. I need to be able to actually listen to it and figure out whether I'm part of that vision. Example. People used to approach me in Hollywood all the time to give them ideas for movies.

There's some emotional intelligence approaches. Vision drives decision. What does that mean? In our early conversation, I need to know what your vision moving forward is. I need to be able to actually listen to it and figure out whether I'm part of that vision. Example. People used to approach me in Hollywood all the time to give them ideas for movies.

There's some emotional intelligence approaches. Vision drives decision. What does that mean? In our early conversation, I need to know what your vision moving forward is. I need to be able to actually listen to it and figure out whether I'm part of that vision. Example. People used to approach me in Hollywood all the time to give them ideas for movies.

And a lawyer did this to me in a lawsuit one time. Well, you know, if we know what you're going to say, then we'll hire you to say it. Cool. Because I'm the only one that can say this. So I might as well tell you because you can't get anybody else to say it. This is a lawsuit that I was being brought in as a consultant.

And a lawyer did this to me in a lawsuit one time. Well, you know, if we know what you're going to say, then we'll hire you to say it. Cool. Because I'm the only one that can say this. So I might as well tell you because you can't get anybody else to say it. This is a lawsuit that I was being brought in as a consultant.

And a lawyer did this to me in a lawsuit one time. Well, you know, if we know what you're going to say, then we'll hire you to say it. Cool. Because I'm the only one that can say this. So I might as well tell you because you can't get anybody else to say it. This is a lawsuit that I was being brought in as a consultant.

Lay out to us what you're going to say, what you're going to testify to on the stand. You're the only one that can say this. Tell us what it is. I laid it out. I never heard from him again. But they do. They went to somebody that cost less than me and gave them the script. Hollywood, let me know what kind of stories you're going to tell us.

Lay out to us what you're going to say, what you're going to testify to on the stand. You're the only one that can say this. Tell us what it is. I laid it out. I never heard from him again. But they do. They went to somebody that cost less than me and gave them the script. Hollywood, let me know what kind of stories you're going to tell us.

Lay out to us what you're going to say, what you're going to testify to on the stand. You're the only one that can say this. Tell us what it is. I laid it out. I never heard from him again. But they do. They went to somebody that cost less than me and gave them the script. Hollywood, let me know what kind of stories you're going to tell us.

I get approached about five years ago on behalf of one of the highest profile movie stars who I genuinely have a tremendous amount of regard for, which is saying a lot for a movie star. Because they're not original. They say what people told them to say. And so I said, give us some ideas. Now, I suspect that this dude's playing me, picking my brain.

I get approached about five years ago on behalf of one of the highest profile movie stars who I genuinely have a tremendous amount of regard for, which is saying a lot for a movie star. Because they're not original. They say what people told them to say. And so I said, give us some ideas. Now, I suspect that this dude's playing me, picking my brain.

I get approached about five years ago on behalf of one of the highest profile movie stars who I genuinely have a tremendous amount of regard for, which is saying a lot for a movie star. Because they're not original. They say what people told them to say. And so I said, give us some ideas. Now, I suspect that this dude's playing me, picking my brain.

And so I say to him, all right, you know, I'm going to play along a little. I give him a little bit of a story. And so I go, so how would this proceed? How are you going to move forward? And he starts laying out the process to me. And he realizes halfway through he's telling a story that I'm not part of. That's what I'm listening for.

And so I say to him, all right, you know, I'm going to play along a little. I give him a little bit of a story. And so I go, so how would this proceed? How are you going to move forward? And he starts laying out the process to me. And he realizes halfway through he's telling a story that I'm not part of. That's what I'm listening for.

And so I say to him, all right, you know, I'm going to play along a little. I give him a little bit of a story. And so I go, so how would this proceed? How are you going to move forward? And he starts laying out the process to me. And he realizes halfway through he's telling a story that I'm not part of. That's what I'm listening for.

and about, Three minutes in, he suddenly changes the pronouns that he's using from a consultant to me because he catches himself. Dude's playing me. He's pumping me for information. He's going to take me to the consultant that he always uses, who's a lot less expensive than I am. He's going to hand him the script and say... Develop this. Yeah, do this.

and about, Three minutes in, he suddenly changes the pronouns that he's using from a consultant to me because he catches himself. Dude's playing me. He's pumping me for information. He's going to take me to the consultant that he always uses, who's a lot less expensive than I am. He's going to hand him the script and say... Develop this. Yeah, do this.

and about, Three minutes in, he suddenly changes the pronouns that he's using from a consultant to me because he catches himself. Dude's playing me. He's pumping me for information. He's going to take me to the consultant that he always uses, who's a lot less expensive than I am. He's going to hand him the script and say... Develop this. Yeah, do this.

So unfortunately, uh, this is human nature because this, this goes on most of the time. I once did this by accident. We're searching for an HR consultant in my company. We got an accountant who's our trusted advisor. We tell the accountant we're looking for an HR consultant and he says, here's who I recommend. However, talk to this company over here just to see what they say, which means,