Part 8/12:
Voss underscores the importance of ethics in negotiation. Authentic influence stems from mutual respect, not manipulation aimed at deception or harm.
The Neuroscience of Influence
Recent advances in neuroscience highlight how emotions and perceptions affect communication. The "body language, tone, and words" ratio—often cited as 7% words, 38% tone, and 55% body language—is still relevant even in digital communication. As more interactions happen via text or video, Voss advises consciously softening tone and framing messages with clarity and empathy to mitigate misunderstandings.