Chris Voss knows—as only a former kidnapping negotiator for the FBI would know—that there are three basic types of negotiators: Assertives, Analysts, and Accommodators. An easy way to remember them is “fight, flight, or friend.”Assertives are blunt, forceful, intimidating, and impatient in negotiations. They tend to bully people into submission. Hence, “fight”. Analysts are risk-averse (hence, “flight”). They might not run away in the end, but they want to carefully consider every optio...