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. …