Voss says, "Emotions are one of the main things that derail communication. Once people get upset at one another, rational thinking goes out the window."

"That's why, instead of denying or ignoring emotions, good negotiators identify and influence them."

"Emotions aren't the obstacle to successful negotiations. They are the means."

So, how does Chris Voss navigate emotions during tough negotiations?

We've gathered five of his top tips to help you command the negotiation table.

Number one, mirroring.

According to Voss, "Repeat the last one to three words your counterpart just said back to them."

"This is one of the quickest ways to establish a rapport and make your counterpart feel safe enough to reveal themselves."

Additionally, this technique allows you to slow the conversation down, providing more time to think.

However, it should be used sparingly.

Number two, empathize strategically.

"There are some real bad habits out there, and one of those bad habits is the idea that you gotta get your point across. Hear the other side out first."

Demonstrate to your counterpart that you're striving to understand their feelings.

Voss recommends phrases like, "It sounds like you're afraid of..." and "It looks like you're concerned about..." to do this.

Number three, guide them to saying "no".

Voss explains that no-focused questions go far in putting the other person at ease.

"Every 'yes' is a concession to the other side; at least, sometimes it can feel that way."

"Allowing opportunities to say 'no' gives the person a measure of control and a sense of security."

Number four, recognize and rephrase.

Voss says, "The moment you've convinced someone that you understand their dreams and feelings is the moment a negotiation breakthrough can happen."

"Trigger a 'that's right' response by summarizing and reaffirming how your counterpart feels and what they want."

"A great summary that will trigger a 'that's right' will be done based on feelings and passions that are driving them but they may be blind to."

And number five, work together.

According to Voss, "Don't try to force your opponent to admit that you're right."

"In negotiations, the more the other person likes you, the more flexible they will be."

"And good negotiators realize that striving for a win-win outcome produces the best results."