Chris Voss Teaches the Art of Negotiation | Official Trailer | MasterClass — Transcript

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1. 0:00Everything in life is a negotiation.
2. 0:03When you cross the street is a negotiation.
3. 0:06Getting your coffee at Starbucks is a negotiation.
4. 0:09You're probably in three to seven negotiations
5. 0:12every single day.
6. 0:13Your life could be in a completely different place
7. 0:15just by improving how you negotiate.
8. 0:18REPORTER: Negotiators are working around the clock.
9. 0:20REPORTER: The deadline for execution has passed.
10. 0:22REPORTER: With us now to help break down the investigation,
11. 0:25FBI special agent, hostage negotiator Christopher Voss.
12. 0:28My role as a hostage negotiator was to connect authentically
13. 0:32with the victim, the victim's family,
14. 0:34and with the hostage taker.
15. 0:36Everybody really deserves to have somebody
16. 0:39hear what they have to say.
17. 0:42In my MasterClass, I'm going to give you all the strategies
18. 0:46and tactics that I developed as one of the top hostage
19. 0:49negotiators in the world.
20. 0:51You're going to learn everything from bargaining
21. 0:53to reading body language to the neuroscience
22. 0:56that you can use to literally bend people's reality.
23. 0:59You know, negotiation is letting the other side have your way.
24. 1:03So mirroring creates the opportunity for them
25. 1:06actually to present you with your deal,
26. 1:08only they thought it was their idea.
27. 1:10It's just the simple repetition of the last one to three words
28. 1:14of what somebody said.
29. 1:15We've got the actual recording on the Chase Manhattan Bank
30. 1:18robbery hostage taking.
31. 1:19CHRIS VOSS: (RECORDING) We've got a van out here.
32. 1:20Know anything about it?
33. 1:21BANK ROBBER: (RECORDING) You guys chased my driver away.
34. 1:23CHRIS VOSS: (RECORDING) We chased your driver away?
35. 1:25My training was to mirror, and the bank robber
36. 1:27started blurting out stuff that he had no intention of saying.
37. 1:31People love to be mirrored.
38. 1:32They love to be encouraged to go on.
39. 1:38These skills help you improve your life.
40. 1:42Sometimes people say to me, these tools
41. 1:44are just manipulation.
42. 1:45It's about win/lose.
43. 1:47That is not the case.
44. 1:48Great negotiation is about great collaboration.
45. 1:52Why does it matter to you that you should get better
46. 1:54at negotiation?
47. 1:55Because however your life is now, you can do better.
48. 1:59I'm Chris Voss, and this is my MasterClass.