The course takes its deeper insights from Voss’s book, Never Split the Difference . He introduces the concept of the —a piece of information that you don’t know exists, but if uncovered, changes everything.
One of the most counterintuitive lessons in the course is Voss’s disdain for the word "Yes." Most negotiators try to trap people into saying yes, which makes people feel defensive and wary.
This is the act of naming an emotion or a situation. By saying, "It seems like you’re concerned about the budget," you acknowledge their feelings. If you’re right, they feel heard; if you’re wrong, they’ll correct you—either way, you get more information. The Power of "No"
MasterClass: Chris Voss – The Art of Negotiation In a world where we negotiate every day—whether asking for a raise, buying a car, or simply deciding who does the dishes—few people are better equipped to teach the craft than . As a former lead hostage negotiator for the FBI, Voss spent decades talking kidnappers and terrorists into peaceful resolutions.
Voss teaches students how to use "Calibrated Questions" (questions starting with How or What ) to force the other side to do the heavy lifting for you. Instead of saying, "I can't do that," you ask, "How am I supposed to do that?" This invites the other person to solve your problem for you. Is the MasterClass Worth It?
This involves repeating the last three words (or the critical one to three words) of what someone just said. It sounds simple, but it creates a "connective tissue" that encourages the other person to elaborate without them feeling pressured.
Whether you are a high-stakes executive or just looking to improve your interpersonal communication, Chris Voss’s MasterClass offers a masterclass in human psychology.
Voss’s strategy isn’t about being the loudest person in the room; it’s about being the most observant. Two of the most famous tools he teaches in the course are and Labeling .
