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#364 – Chris Voss: FBI Hostage Negotiator
Lex Fridman Podcast
The Assertive Tone of Voice
The assertive tone of voice is key to a good negotiator's success. "Me making you dumber will always hurt me," says the former FBI agent who now runs his own private security firm in Austin, Texas. In an exercise where he plays bank robber and hostage-takers are asked to negotiate with him for 60 seconds or she dies,. He tells us afterwards that sitting still not even answering when he first gets hit in the face with the assertive voice, his heart rate jumped to 170 - typical fight or flight reaction.
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