The Late-Night FM DJ Voice
Practical ways to use a calm, slow voice in negotiation, the late-night radio tone that lowers tension.
A calm voice changes the room. Slow, warm and steady.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
The tone that calms
Chris Voss calls it the late-night FM DJ voice, which is calm, slow and warm.
Try it.
Slow down by twenty percent
A slower pace relaxes both you and the listener.
Record yourself.
Lower your pitch
A deeper tone sounds steady and reassuring.
Speak from your chest.
Smile while speaking
A smile warms the sound of your voice.
Smile on calls.
Breathe low in your belly
Deep breathing supports a calm voice.
Practise breathing.
Do not sound sleepy
Stay engaged and attentive, not flat.
Keep energy.
Do not sound patronising
Be sincere so it feels respectful.
Check your intention.
Practise daily
A calm voice becomes natural with repetition.
Use it at home.
The tone
Chris Voss calls it the late-night FM DJ voice.
Try it.
Slow down
Calm.
Slow twenty percent.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Let us go through this carefully.”
“I hear you.”
“I appreciate your patience.”
“(Breathe.)”
“Does that seem fair?”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Record your voice
Slow by twenty percent
Lower your pitch
Smile
Practise in a mirror
Use it in tense moments
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Mirror and PauseNext: Let Them Talk Themselves Into It →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
