Free upgrades

An FBI hostage negotiator, a 19th century French economist, and 7 other things worth your time.

I once wrote about an FBI hostage negotiator who explained how to get free upgrades when you travel.

This would be Chris Voss, author of Never Split the Difference. I liked his book, and I was drawn to his travel techniques — especially how much of it had to do with setting expectations at every step for what might come next.

Here’s an abbreviated version of his five tactics:

1. Be casual and friendly.

Don't ask for anything right away; be as charming as you can manage.

Voss: "Never be mean to someone who can hurt you by doing nothing … If you're good, they'll be delighted to do for you whatever they can."

2. Establish opposite expectations.

Make it seem as if you’re about to ask for something big, so the smaller thing you’ll eventually do request will seem minimal.

Voss: “You want to say something like, 'I'm getting ready to make your day incredibly difficult.’ They imagine way worse than what you end up asking for.”

3. Show them you can see things through their eyes.

Next, Voss suggests…