Chris Voss Masterclass

• Mirroring
  • O: I like it at this yoga resort
  • Me: At this yoga resort?
• Labelling
  • It seems like …
  • It sounds like …
    • Let it sink in
• Delivery
  • Everyone likes deference
  • Ditch the assertive voice
    • Fight guy — direct and blunt
  • Use the playful voice 80% of the time
  • Analyst voice
    • Downward, slow, soothing tone, no warmth
  • Late-night FM voice
  • Digital communication
    • Never rely on one form of communication
    • Always end positively
    • In an email, make sure words land softly
• Body language
  • 7/38/55 rule
    • 7% content
    • 38% tone
    • 55% body language
  • Watch the sidelines
    • People you are not speaking to will be very honest in their bodily reactions
  • Identify baselines and spot deviations
  • Pinnochio effect
    • If someone is speaking with many words, they are likely lying