Tone of voice is one of the most important lessons to master when negotiating with others. Accusatory tones and downward inflections are more likely to elicit a negative emotion from your counterpart. An upward inflection, however, is more approachable and can encourage collaboration to get your counterpart back on track and feel supported.

In this video, Chris Voss shares how to use an upward inflection to get your counterpart to think in a positive and constructive way.

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