Chris Voss: Make deals like an FBI negotiator

(upbeat music) - How you use your voice is really important and it's really driven by context more than anything else, and your tone of voice will immediately begin to impact somebody's mood and immediately how their brain functions. There's actually scientific data out there now that shows us that our brains will work up to 31% more effectively if we're in a good mood. So if I smile at you and you see it or you can hear a smile in someone's voice, if I automatically smile at you and you can hear that I like you, I will actually be able to reach into your brain, flip the positive switch, put you in a better mood. There are mirror neurons in our brain that we have no control over that automatically respond. And if I intentionally put you in a good mood, your brain will be working more effectively and that already begins to increase the chances that you're going to collaborate with me. You'll be smarter and you'll like me more at the same time. Now, upward and downward inflection…