The journey from being an FBI hostage negotiator to a negotiation consultant is an intriguing one. It all began when Chris Voss was invited by two Harvard professors to participate in a mock hostage negotiation. Despite the professors' vast knowledge, Voss managed to outmaneuver them using FBI tactics. This event highlighted the effectiveness of the FBI's practical approach over academic theories.

The evolution of hostage negotiation is traced back to a mishandled hijacking incident in 1971. This event sparked a revolution in the FBI's approach, shifting the focus to psychology, empathy, and emotions, rather than rational problem-solving. This shift was influenced by the groundbreaking work of psychologists like Kahneman, who demonstrated that humans are not rational, but rather emotional beings. The FBI's Tactical Empathy technique was developed to build trust by listening and validating the other party's perspective.

Negotiation is not confined to hostage situations; it permeates everyday life. The skills Voss acquired as an FBI negotiator are applicable to any relationship or conflict. These skills can be used to negotiate better salaries, secure deals, and even resolve family disputes.