From the Editor's Desk

How to negotiate over practically anything

Chris Voss had only been an FBI hostage negotiator for a year and a half when he was assigned to handle negotiations for a bank hostage at Chase Manhattan Bank in Brooklyn in 1993. About 90 minutes after first picking up the phone with one of the hostage takers, Voss had struck a deal and was able to convince the kidnappers to leave the bank. Voss credits his success to non-adversarial confrontation and building trust.

“In any negotiation — business, personal — you have to find a way to gently show people reality,” says Voss, who teaches a Masterclass on negotiation, “without them feeling cornered or attacked.”

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