WHY SUCCESS Comes From Mastering Negotiation In BUSINESS & LIFE | Chris Voss & Lewis Howes

saying subtly is that I want you to know how important this is to me. Well, I want you to know how important I am. So how do you know that person? approach them with respect or with yes you know what you could say look you're you're impressive you're phenomenal you thought everything is clear this is very yes I mean clearly you know where you're coming from you know what you want I'm lucky to be talking to you, I mean, if I If I sat down with Donald Trump, in fact I would be lucky to be in the same room with him, that would be the first thing I would tell him.

I would say fight, you're an American icon, right, you know you're the symbol of American

business

, certainly in New York City, yeah, you know, stroking their ego, it's not a bad thing, one of them and you know it's a version of empathy because that's how they see themselves and you know that emotional recognition as the emotional currency is not going to solve every deal, I just don't want to try to solve any deal with money when I could have solved it with the emotional currency I'm on saving. my money with emotional empathy monetary intelligence true true my money is too important to me to waste it when I could buy something with satisfaction um so yeah, that's who I am, I'm extremely tight with my dollars, so many people, especially men In

business

I feel like There are a lot of alpha men who are trying to get what they want and somehow they will lose money because they are not able to have empathy or they are not able to do what they want.

They are not able to abandon their ego, yes, there is a lot, a lot, a lot of money left in the pay at the other table for things like that or what they value themselves as the price is the maximum. Price is the most emotional term in a

negotiation

because you value yourself based on price, but if I can get you to value yourself differently, that will put you on the cover of a magazine, that is, stroke someone's ego. another way. It used to be that you put Donald Trump in any magazine you wanted. Put it on the cover, you know, imagine the amount of time and that used to be their deal.

If you want to do an article about Donald Trump, the deal was that he did the cover and then he would faint in front of the people doing the articles. oh yeah, on access, anything that answers questions imagine how valuable his time was to cover the magazine anyway, I put someone on that, you know? Now they are exchanging something that costs them nothing, right, and he is giving dynamic interviews and promoting it. hard and he shares it with everyone, he frames it everywhere and yes, it's interesting so you know that you are buying Donald Trump with emotional recognition.

So what are the characteristics that make a great negotiator in your field and also how do they translate to the business and the relationship? world at large outside of well let the other side go first um you know most people have it so they're on fire with their argument here's why you should make this deal and they have it memorized and they don't They're I'm going to listen to the words you say until they say them, so trying to talk to them is really like trying to talk to a paranoid schizophrenic, because they're rehearsing their speech in their head and their logic, so you can just.

I couldn't get through to them, so you let him go, you let him go first and, um, another guy, ned coletti, uh, former general manager of the Dodgers, friend of mine here in town, phenomenal negotiator, hasn't been lectured on uh, in my class at usc, you know, too, and ned. he always likes to let the other party go first, you know he made the deal with Barry Bonds, he's made a lot of deals across the board and Ned says, well, you know, in a two hour phone call there's going to be 90 seconds of solid gold where my The person I'm talking to was based on the changes they made in their tone of voice and the adjectives they used, I mean, they have an instinct for it.

I couldn't, I couldn't identify it. He just always said it was 90 seconds to sock. gold and I would say what's that right and we talk right, he says well yeah, it's going to be a change in a lot of voice, it's going to be a different type of adjective, so ned wants you to go first because he wants to. to know what it takes to close the deal, what they want, yes, what their burden is or how they characterize what they have or what they don't say, maybe it's exactly right, what someone hasn't said is often much more. important than what they've said, so give it a little bit of notice, okay, what are they going to say, if they have this, so I actually like to look for more of what they have.

I didn't say what is clearly missing and that is going to take. I'm going to need you to go over it a couple of times before that jumps out. um, okay, okay, who are the most difficult people to work with? So would you say they are the alpha people? or you say that they are uncertain people or what type of people are difficult to work with in

negotiation

. You know you're talking about a little bit of a close match that doesn't have a trend, it's a little bit based on how much I want it. make the deal like I don't like liars or I don't like the people who are hardest to work with in the long run are the people who haven't thought anything through, which is just as bad as a liar, only their heart doesn't. it's in the wrong place they don't know what they want either specifically or they don't know how they're going to do this, which is again, we go over and over again, I go and once again, yeah, there's nothing without how and the person. who thinks he's going to make a deal, well, yeah, he's not going to make a deal because you have to know how we're going to put this together and someone who doesn't.

They don't think things through a lot of times, they're actually a little dysfunctional on their part, so they make promises they can't keep and they have no idea that they can't keep those promises properly, so when they accept their deal. you think you've made a deal with them, they take it back to their company, their company says no, we're not going to do this, it's a stupid idea, we can't do it, of course, and that happens a lot, I think in the sector private. I've heard from several companies that 50 of the deals they make that don't come to fruition are canceled internally because someone closed a deal for them and they took it to the company, the company says no, that violates our correct terms and conditions, we can't meet that basis, so you're dealing with someone who simply has no idea what's going on on their side, I'm sure a lot of people like that when you make a business deal, what do you recommend as an amount of time to consider the agreement before you say yes, let's do it like um, here are the points of the agreement, this is what you want, this is what I want, okay, should we sign it right away, should we give you 24 hours?

We take it to our team in case it is a week. You know, it's kind of a standard. Do you think so? Unless you have something prepared in advance. The company name is a group of black swans because we believe there are black swans in every negotiation. which is something you didn't know that as soon as you found out that it was going to change all the parameters, the deal grabbed you, so you sit at the table to discover the unknowns, uh, and it is impossible to investigate all the unknowns and many more. Of the unknowns I will find them much faster if I ask you correctly and I could research for two weeks something that I can get you to tell me in 10 minutes, for example, what do you mean by something I want to ask, I have been talking to a lawyer for a long time time and they have another firm that I've been affiliated with that's coming in to do a different block when I found out they were doing that block, I was able to subtly.

Go back through my network to find out what my Slash Partner competing company is charging or I can just ask them, well I need to get the information, a lot of information you need to get without asking. to activate it, you know the phrase, ask good questions, it's really getting good information and a lot of times you won't tell me things if I ask you, but if I act like I already know or if there are other ways that hostage negotiators activate information without doing you ask and hostage negotiators get that information and make you feel good about giving it at the same time, so give me an example, whether it's a hostage deal or a business deal, what that kind of trigger might be.

Well, it will be, it will be something. kind of a statement that could say look I'm sure my competing company is charging twice as much as me and then they'll tell you the answer they want to correct me oh actually no it's the same thing or you're actually getting a better deal never underestimate the desire of the other party to correct you wow because it makes people feel powerful and intelligent you know you want to feel smarter than me one of my clients is negotiating a deal for a commercial office building in south carolina and it has almost 100 occupancy and It's in historic mixed-use areas, which means the building can't be torn down and no one can build on it because it's a historic area, so the building is basically impossible to replace and it's at 100 occupancy, it doesn't make sense to sell the building, so they are really thinking about why a seller is selling.

First of all, you can't ask why, because it makes people defensive if I look at you and say, why did you wear a black shirt? Your instant thought will be: Do I have to defend the black shirt? Yeah, yeah, yeah, so you need to figure out why we can't ask why, because that makes people definitely, so what would you ask there? Well, again, you don't. I don't want to ask anything because if you are smarter you change your white wisdom to what is and I am more likely to answer if you say that you know what makes the seller want to sell, then you know what makes him do that and not because that.

They are selling, but what my student did was say, well, it seems to me that the seller is selling a source of income because of his disbelief in the market fundamentals of the building's future. Now let me correct you. That's exactly why I'm doing it and The other side would like no, no, they have a couple of buildings that are underwater now. No, I can't imagine a real estate agent answering that question. I mean, this is highly confidential, the right priority for you know my seller. he is desperate for money, that was the response, but because it was a correction and people love to correct, they will correct you without thinking it through, it is an involuntary response, a desire to seem smarter than you and be right and correct you, which which is a burning desire in most people because it makes me feel smart, more powerful and I will take advantage of every opportunity, feel smarter and more powerful you at the table, God, it's like chess, it's an emotional chat, emotional chess, I love this and how do women and men do it? compare as negotiators as counterparts either with each other or woman man woman woman man man is there a difference?

Look, I think a powerful woman negotiates and a woman who is really good at negotiating is almost unstoppable. Wow, and I think reinforcement, social reinforcement, is constantly trying to force men to be better negotiators and constantly trying to steer women away from that and I think I think the move from sympathy to empathy is a step. shorter and women are socialized to be understanding and I don't think I know if it's nature or nurture I know there is a lot more pressure socially and culturally for women to be like that and I in my class women learn my negotiation style faster than men and women go to the beginning of my class close bigger and better deals faster than men in business or in

life

or and just in both, I have you, so in my opinion, I think that after graduating they will It's going well in class, okay, you have, you have to negotiate with Skin in the Game in my class and almost all of my students are rising star business executives, so, mock negotiations, they're doing more is what you're saying, not in real

life

, in real life, my stuff and put it in real life while You're in my class and you have to write about it.

Wow, and you know, I've got everything from a billion dollar transaction on Wall Street. People in my class use the tools to obtain a USC and obtain many state commercial real estate transactions. Wow, a lot of people who buy commercial real estate and are working in mbas, they've gotten a lot of those transactions. Do you know what my favorite way to say no is? What is the most important question before your favorite way of saying? No, how am I supposed to do that? just real calm, deference, great power and deference, you know, that's it and that's what I did in kidnappings, bank robberies, everything, how am I supposed to do it?

What if they say I don't care, figure it out or her? Well then you know you've pushed them as far as you can and that means you have to pivot to something else now and that's where you really want to go because the trading strategy is to figure out that you want to maximize each term if you can and the only way to maximizing that is finding out that I've hit you to the max without getting angry enough to slap your hands and walk away because you even have a reaction or shoot someone your reaction. to this now it's like look, you have to do it or things are going to go wrong and it was uh one ofmy students here in town is negotiating for a high-end client to rent a house in the Hollywood Hills and you know that 20 grand a month was rent and they were trying to get the rent they were trying to rent, try to get it, it You got it, so the person said it's 20 grand a month, right, yeah, and it's from a well, his client is extremely rich.

So you know, and you're dealing in a rich market, the other party always thinks you have all the money in the world and he just said how am I supposed to do that and they said okay, they changed the terms and he hung up. the price and moved a lot of other terms then they negotiated for a while more and then he said again about the price he says how my client how is my client supposed to pay that and the real estate agent says if his client wants a house , you have a hit, you have a Deal when the other party says if you want it, you have to do it, which will usually happen after the second third time you said how am I supposed to do that.

Knock him down some more on a car real estate deal, whatever that is now. now you've maxed out that deadline now you move on to something else so you make the deal but you needed to know that you pushed them as far as you could without them storming off without them saying

chris

voss

isn't fun to deal with I would never do business with them again , how am I supposed to do that in a differential way? True, they still feel in control, they're not, you're not saying screw you, that sounds too much like you're crazy, right? and if you don't make the deal at that time then what they say after the fact they say you know uh I didn't make a deal but I deal with them again um you know they're they're they're all right to deal with did they get the lease how much did they get? ?

Yes, they did it. How much do you know? They brought it down to under 20 and then got some softness on other terms. Yeah, and then They made the deal for the house, there you go and I wish I was paying 20 grand a month for a house. That's a lot of money for a house. 20 grand a month. Wow, that's a rich, rich student, yeah, well, you know, you know people. who are involved in many lucrative deals, yes, yes, so you are saying what is the importance of empathy in a negotiation when I hear you say that it is extremely important and that is why you feel that a woman would be a better negotiator in general because They have more empathy in general or well, that's the shortest most people have confused sympathy with empathy okay, what's the difference? um empathy is I can see that you're upset it's just identifying how you feel uh sympathy is like wow, I feel bad for you feeling sorry or bad for someone is sympathy, sympathy, it's, in fact, it doesn't help anyone, like no.

I would care if you feel bad for me, right, I don't care, so sympathy is not a good thing, sympathy is a weakness like a negotiator is a negotiation empathy is a good thing empathy and tactical empathy because we really have passed from the past, just general empathy, like we've been doing this long enough to know what I'm looking for before we sit down, I know. that I need to discover the things that are negative emotions for you because I need to get them out of the way of the deal and I need to discover the things that are positive emotions for you because I want to reinforce that to make the deal and I know that the negative aspects are going to be more important to you than the positive ones, so can you give us an example of this in a business deal with that?

Well, if I don't, if I don't. I don't like doing business with Donald Trump at all, so if he bothers me to the point where I get enough satisfaction from keeping money out of his hands, I won't do that deal or if I'm in a business where the other side and I've I thought of this as if you bother me so much that I don't want you to get anything. I'll take less money to keep you out, so how would you eliminate something like that, so negative from the deal? which then you could say like me, if I think you're negative about me, I'm going to say look, I'm sure it seems like I'm greedy here if I tell you I'm sure I'm I'm going to seem very greedy here, that leads me to ask for a lot. money because there is actually science to back this up now identifying the negative declines that every time so if I'm going to make a big steal for the money you're I'm going to think I'm greedy and I need to put that aside because if I'm too greedy you'll get some satisfaction in walking away from money even if you don't get it. okay and then I'm going to say look, I'm going to see him very greedy here.

I'm going to seem like I'm very self-centered and greedy and then I'm not looking outward. for you at all and I'll let it sit and you'll take from me much more much much you'll let me take more if I've said beforehand, really yes, because I've diminished that your thinking is like, I mean, how can I never seem too greedy that When I make that grab you're going to say well, he was honest with me, he told me he wanted a lot of money, he didn't try to say it. Hey, look, let's make a win-win deal, now give me all the money, because if I say I want to make a win-win day with you, I'm like, Hey, I'll be nice to you and I'll take care of you. and then you try to take 90 and give me 10.

It's like, oh, it's not a good deal, yeah, but when you say it up front, you're more likely to get the deal, yeah, and get more of what you want, right ? I'm going to seem very honest to you, I'm going to tell you, you're going to like that I was honest with you and after the fact you're going to say look, he was honest, I always knew where he was coming from. I don't like the deal, but I did it anyway or whatever, yeah, okay, yeah, that's crazy, is this, this thing that we found works regularly, we had to talk about another one that we talked about in the book, there was a billionaire.

The agreement was closed in Washington DC. The subcontractor was very unhappy with the general contractor and a negotiator and they were preparing to lose everything and they sat down and said, "You know, I'm sure we look like the big guy who doesn't do it." I worry about you, I'm sure we look like the big general contractors trying to make the most of the sub and not appreciating how hard you're working for this and not caring at all about your future and she changed that deal when she was. In fact, she made an extra million in profits for herself and her company and the other part of her liked them more, so not only did they increase profits but they also had a better relationship.

So by being honest from the beginning or being empathetic, I can see how you could do it. I feel like we're going to do this it's a tactical approach there are negatives here we're going to address the negatives from the beginning and we're going to make them go away yes, address them from the beginning most people don't want to do that I already did that do you know when did I do that to you? I already did. Remember when we talked about doing one-on-one role play. Yes, I said it was going to be horrible. Oh, that's right, you said it. up front, yeah, and I always do it the same way every time because if you role play with me, no matter how it goes, you know you're going to feel like you got hit, but at least you said it.

I was going to be right and you can't come out if I say it's going to be horrible you know you can never say right he put a sandbag on me you know it took me by surprise of course and then when I always do it then I spread it negative and then I throw in the positive and most people throw in the positive and hope the negative goes away they intersperse the negative positive negative positive I don't like to say which one starts with the negative starts with the negative and I said and you will learn more than anyone else, so, How do you do that in a trade deal where you start with "okay", I'm sure you think we're horrible or we're trying to get more than we should, or well, don't you?

When you come to the table, you can make a really educated guess about what the other party is going to think of you. If you are a big company and you deal with a small business. If you're David and Goliath, you know it before you get to the table. On the other hand, if you are new to the industry and trying to make your way in the industry, what do you look like to someone who has been in the industry? You look like an outsider, you know, I'm sure I look like an outsider, I'm sure I look wet behind the ears, I'm sure I look like I don't have any experience in this area because if I'm new to the industry and I'm talking with someone who's been in the industry for a while what I want is the money that you have, I want a piece of your pie, it's a big pie here and I want a big bite out of it, if I'm new to the industry, so uh and and you It doesn't take a genius to talk about it and say, yeah, someone who's new to the industry is trying to break through, they don't respect people who've already been there and I'll tell you you know, I'm sure.

I'm sure I look like an outsider here so how do you do it when you frame the positive afterwards and then say I actually look like an outsider but then I'll say there's money to be made here that otherwise wouldn't be there because if I'm new in the industry, especially if I'm bringing a deal, I'm bringing you found money, the worst thing I can do is say, hey, look, I've got some found money for you, right? Let me bring this to you, I'm sure. It's going to be like you didn't bring me anything. I'm fine. I could pay my bills before you walked in the door and I need you to pay my bills.

But I want to make that point, so I'll get somewhere. I'm going to say you know I'm sure I look like an intruder I'm not grateful I'm wet behind the ears you've been here for a thousand years you know I don't know I know anything, it's always addressed with the negative or the elephant. Identify the elephant. That's exactly right. It's negative, but the elephant in the room identified that the elephant always gets smaller every time you call the elephant out of the room again and there is a subtle difference too. Never deny it as if there is a difference between me saying I'm sure I look like an intruder which is good and if I tell you I don't want you to think that I'm an intruder that's a denial that's going to make you say that I'm an intruder, yeah, in your mind, yeah, I'm coming into this new, I'm coming into this, yeah, denial magnifies the negatives, the subtle difference between denial and observation, and if I say look, man, I don't want you to think that I'm I'm an intruder here, I don't want you to think that I'm wet behind the ears, that I don't know what I'm doing immediately, you're thinking that, I denied it and that's why that subtle difference is the night. and the day in negotiations that subtle difference makes everything I had I'm doing uh when I'm working on my book deal I don't know if my agent will listen to this or not, but yeah, oh, actually with my agent once because I'm a bad client if someone is negotiating on my behalf because at some point I'm going to intervene without warning, of course, because they can't hear you, that's how it's supposed to be done, yes, yes, yes, I can.

I can only sit for so long so I'm preparing myself. I'm jumping into the middle of this price negotiation with a potential writer. Oh, with the writer. Okay, you know, before you find me. High. Alto is a superstar. Yes, he is the one. Best business book writer on the planet, he's great and before I knew it we were working on trying to get something done with another guy and I jumped in the middle without warning without telling my agent so I did it in a email and then I built an email for my agent at the same time.

Now, if someone is supposed to keep their mouth shut in a negotiation, the name you might call him might be a loose weapon, okay? Someone who talks when he's supposed to. Shut up, sure, and don't communicate with anyone else. They lose the cannon so I said to write an email to my agent at the same time and at first I wrote it wrong the first time, I admit I said no. I don't want you to think I'm a loose cannon and then I went back and edited it and said, I'm sure I look like a loser, so I couldn't deny it, right?

You weren't denying it but this is a predictable negative it sure looked new I said I'm sure it looked like a loose weapon I sent him the email as soon as he read it he sent me back I don't always respect a bold move wow so I Yeah I would say the negative, it doesn't take a genius to figure it out and just say it. Identify the elephant in a room. Don't deny it if I just say no, I don't know. You know, the elephant

comes

in. The rabbi in the room yes, he is sure and he responded immediately.

If you were also part of the negotiation with the editor, would you let him do the work? uh and a great source of information, so when the deal was closed, also, I'm not trying to get every last dollar and I'm not trying to get every last percentage, you want it to be a win-win, well, I want to, I want to. If you want to continue doing business with me in the future, if I cut your throat, you won't want to continue doing business with me, or if they don't find out what they thought they wanted, then sure, yeah, sure. so yeah, actually, although I don't use the words when, when, yeah, why not, uh, just because, first of all, it's an abbreviation for weak victory or something, just just two peopleyou want, think no, you want me to say it, even though it knows a great answer because when someone says no, they definitely have just protected themselves and defended themselves like it's ridiculous, you'd be surprised what people are willing to say no, I mean , absolutely surprised.

I'm training a guy who's working a new position in the city of Beverly Hills and them. you're building it since it's a new position, he sees his job description that he wants to take, but it's problematic the way they put it together, yeah, he says how can I negotiate with these guys because this job description is not going to make it work and I said, look, look, look at him across the table and say, do you want him to fail and his The answer is no and he said, "Well, look how this is set up. You know I would love to have this job, but he instead of saying he wants to sit him down and say, "Hey, look, this is never going to work out like you guys designed this right, you can't say that, although he would say that because they're coming from defense mode or something like that on this one." moment, their ego is in a way, but you say because when you say you want them to fail, I mean that's it, that's the beginning to help you, yes, they say no, they protect themselves and then you come to the other's rescue.

I mean, you're hitting a lot of really powerful emotional triggers when you tell someone you want them to fail and one. one way or another I mean we try to sit down and think about the most ridiculous question that you would never say yes to like if at the end of the negotiation uh if I can't if my one of my last things I'm I'm always going to say is Like you can't move at all, I'll say okay, look, it seems like you have no power here, oh, no one wants to say yes, oh wow, it seems like there's nothing you can do.

You are completely helpless here and they will put you on hold, they will find a way to help, so it sounds like you are helpless, you can't help me, it sounds like you are helpless here, right, no one wants to say yes? That wow, that's powerful, yeah, do you use that a lot when you're on the individual or something at the end of any deal, if we haven't come to an agreement that I'm happy with, that's going to be the last thing I'll say is that it seems like There's nothing I can say and it seems like you're helpless.

It seems like there's nothing you can tell them to get what you need right or to get them to move the points in the deal and it seems like you're powerless right, they're powerless right holy cow that's powerful inside so yeah, a lot of us have made deals because they thought it was completely in the tank, they're actually just trying to end on a positive note, it's really critical to end on a positive note, so give it. one little extra thing so if you know they want to end positively not like yeah, I'm powerless here so let's make the deal yeah okay I'll add this or I'll give you this or yeah like I do I do.

It's a poor normal, uh, like my credit cards, almost all of them charge fees and I called them every year and asked them to waive the fee, yeah, and they almost always do until the guy says, well, we'll waive the fee for you. the fee the last five years in a row so it sounds like you're helpless here yeah I'll say yes I'll say that I'll say it sounds like you're absolutely helpless here it sounds like you're nothing nothing you can do and they'll put you I'm on hold let me See what I can do, they'll come back and do it.

Nobody wants to be left helpless. Oh wow, that's great. Let's finish with the last questions. Make sure they get the book here. This is fascinating, never split the difference. negotiate like your life depends on it some powerful insights in this interview so far and I know you have a framework for negotiating in the book a few final questions what are you most grateful for in your life recently? uh, I'm just grateful that my son is still in business with me and my son can tolerate me. I've crossed paths with almost everyone I've crossed paths with since I've been in Los Angeles.

I'm just happy in one way or another. that you have come into my life huh, I have to tell you that I am grateful, I know it will sound like a cliché, I am grateful to be sitting here right now, I guess I thought this when I started to find out about you and all the interesting things that you have done, I appreciate it and how much positivity and help you are bringing to people. I mean, I think it's amazing. You appreciate it. People who listen to your podcast get phenomenal value from it, yes. I appreciate it, look how it's ending positively, look how good this is and I meant it, I appreciate it, yeah, there's a question we asked at the end called the three truths and this is is it the last day for you?

Many years from now, your books have been erased, all your techniques have been eliminated from the moment the information you published to the world disappeared for whatever reason and you have a piece of paper and your great-great-grandchildren come to you and say: Write the three things you know to be true about everything you learned in FBI business relations school. Everything you have learned in life. The three simple truths that you would convey to us. That's all we know to live our lives. What would those three truths be? Yes, be generous. It will come back to you much more than you can imagine. um uh, yeah, work, work hard, be generous, work hard, be honest, I mean, any, any of the opposites of those are. only harmful shortcuts only really harmful shortcuts um they could so yeah just be generous work hard be honest I like simple and effective I like them thank you um make sure they get this book never split the difference , where can we connect with you online? uh blackswanltd .com b-l-a-c-k-s-w-a-n-l-t-d likeLimitedLimited.com we are not dancers yes, yes, but we know it, we are very agile, we like to have a lot of power, yes, yes, dancers are great athletes, so they are and you are in your negotiation . on Twitter yes, are you on Instagram and Facebook too?

Black Swan Ltd on Facebook. I haven't logged into Instagram yet. I figure we'll do it as soon as I drag myself into the 21st century. Perfect. And again it's a former top FBI hostage negotiators, field-tested tools to convince anyone to get in or out of almost anything, so this is extremely important in terms of personal relationships, family relationships, intimate relationships, friendships, business relationships, any type of relationship. This will support you, I think it is a must read and understand if you want to have peace in your life because negotiation is something constant that we go through all the time, especially when you have children, all these different things, you will always be negotiating something that is right and also you could do it. be good at it, yeah, you might as well enjoy it, you might as well enjoy it and have fun with it, so before I ask the final question, Chris, I want to recognize you for a moment for your incredible set of skills that you've developed over time. years of all the cases that he's dealt with and he's had a huge impact on making sure that people escape safely and that no one gets killed and all these things that he's done as his job at the FBI and also for his service and helping many of us entrepreneurs become better entrepreneurs through teaching at USC and uh georgetown georgetown and by coming here and sharing a lot of information, I feel like I'm pretty good at negotiating, but I feel like I'm not No I know nothing after doing this, so I appreciate your wisdom over all the years of hard work and for bringing this to life because a lot of people need it.

Thank you very much and it is a pleasure. Yes, it is my honor to do so. Yes. The final question is what? your definition of greatness wow, you know, I think someone who had it was true and had an impact on the world of him, because I think people are basically really good, you know, I don't think we're together. definition of evil creatures, so if you were, if you were true to your nature, then the impact you have on the world is what the universe puts you here to do and then you would, if you are true to your nature, then as you should be.

You're phenomenal, right, Chris Voss, thank you for coming, I appreciate it, it's a pleasure, I appreciate it. Hi guys, Louis House, and thank you very much for watching this video and this interview. I hope you liked it. If you did, be sure to leave a comment below. share this with your friends i also have a big announcement the greatness summit is coming very soon if you love the school of greatness podcast if you love these interviews and want more want to connect with some of these speakers in person If you want to connect with me and Other people like you watching and listening to these interviews, be sure to sign up for Summit of Greatness.

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