Masterclass - Chris Voss - The Art Of Negotiati... ((hot)) Jun 2026

"," Elena said. She didn't say "You're right," which is what people say to get you to shut up. She said "That's right," signaling that he had reached the conclusion himself.

"Getting to that’s right" means you have summarized their worldview so accurately that they feel fully understood. When they hear your summary and say, "That’s right," they have psychologically bought into the solution. It is no longer your idea; it is theirs . MasterClass - Chris Voss - The Art of Negotiati...

Voss teaches specific tools to build rapport and gather critical information without creating defensiveness. "," Elena said

Voss argues that "Yes" is often a trap or a "fake" commitment. Giving the other party the opportunity to say "No" makes them feel safe and in control. "Getting to that’s right" means you have summarized

Voss teaches how to use speech patterns and tone—such as the "Late Night FM DJ Voice"—to calm the counterpart's brain and bend their reality. Key Negotiation Tactics

Voss argues that humans are not logical; they are emotional, irrational, and predictable. In the FBI, he learned that when someone has a gun to a hostage’s head, they aren't thinking about consequences. They are thinking about fear , face , and control .