Most people fear 'no' in negotiation, but former FBI hostage negotiator Chris Voss proves that 'yes' is often counterfeit—the moment you get played. Voss reveals how calibrated questions, accusations audits, and strategic no-oriented language transform stuck negotiations into done deals, with tactics he used to save hostages now applied in boardrooms and car dealerships worldwide. A fast 'yes' is usually fake; about 80% of the time, people say yes to shop your terms elsewhere, making 'no' a more honest signal that unlocks real negotiation.