"There’s great power deference. And I had learned that in hostage negotiation. As soon  we ceded the illusion of control to the other side, we immediately had the upper hand on them. And we do it very innocently and very deferentially. And it puts you in a position to walk them wherever you want to go." - Chris Voss SponsorsHostgator hosts your website. As you have heard on the show, you can get a 30% discount on the hosting of your next creative or business project’s website hosting by clicking here.Designcrowd  gives you access to an entire creative team at a price that is accessible to anyone. For $100 off your first design project, click here and use promo code CREATIVE.Truecar users save an average $3221 off MSRP. Over two million cars have been sold using through the Truecar certified dealer network. Visit Truecar.com or download the Truecar app.Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It. He has used his many years of experience in international crisis and high stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world