Jul 14 (edited) • General discussion
Chris Voss' Congruent Principles
The author of "Never Split The Difference" is an interesting guy that teaches congruently at times with HPS. His accent had me 100% sure that he was from Louisiana (where I'm from) and so I googled his background out of curiosity for which city in Louisiana he's from and found out that he's born and raised in Iowa. When I asked AI how it was that Voss has a notable southern, Louisiana accent when he's from Iowa, AI told me the below, which totally concurs with Werth's teaching about tone when prospecting:
"Chris Voss—former FBI hostage negotiator and author of Never Split the Difference—is originally from the small town of Mount Pleasant, Iowa, and naturally speaks with a Midwestern accent. [1, 2]
However, many people perceive him as having a southern drawl or twang because of his signature negotiation strategy known as the "Late-Night FM DJ Voice". [1, 2]
This intentional speaking style creates a deep, resonant, and melodic cadence that listeners often mistake for a southern accent. When using this technique, Voss does the following: [1]
- Drops his pitch: He ends his sentences with a downward inflection to convey control and certainty.
- Slows his delivery: He speaks softly and slowly, creating a rhythm that puts the other person at ease.
- Projects warmth and authority: The combination of a low register and measured pacing de-escalates tension and makes the speaker feel heard. [1, 2, 3]
While his natural accent is rooted in the Midwest, years of training and refining his communication tactics have given him this highly distinct, smooth vocal pattern."
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Chris Voss' Congruent Principles
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