Everything in life is a negotiation.
When you cross the street is a negotiation.
Getting your coffee at Starbucks is a negotiation.
You're probably in three to seven negotiations
every single day.
Your life could be in a completely different place
just by improving how you negotiate.
REPORTER: Negotiators are working around the clock.
REPORTER: The deadline for execution has passed.
REPORTER: With us now to help break down the investigation,
FBI special agent, hostage negotiator Christopher Voss.
My role as a hostage negotiator was to connect authentically
with the victim, the victim's family,
and with the hostage taker.
Everybody really deserves to have somebody
hear what they have to say.
In my MasterClass, I'm going to give you all the strategies
and tactics that I developed as one of the top hostage
negotiators in the world.
You're going to learn everything from bargaining
to reading body language to the neuroscience
that you can use to literally bend people's reality.
You know, negotiation is letting the other side have your way.
So mirroring creates the opportunity for them
actually to present you with your deal,
only they thought it was their idea.
It's just the simple repetition of the last one to three words
of what somebody said.
We've got the actual recording on the Chase Manhattan Bank
robbery hostage taking.
CHRIS VOSS: (RECORDING) We've got a van out here.
Know anything about it?
BANK ROBBER: (RECORDING) You guys chased my driver away.
CHRIS VOSS: (RECORDING) We chased your driver away?
My training was to mirror, and the bank robber
started blurting out stuff that he had no intention of saying.
People love to be mirrored.
They love to be encouraged to go on.
These skills help you improve your life.
Sometimes people say to me, these tools
are just manipulation.
It's about win/lose.
That is not the case.
Great negotiation is about great collaboration.
Why does it matter to you that you should get better
at negotiation?
Because however your life is now, you can do better.
I'm Chris Voss, and this is my MasterClass.