Former FBI agent and body language expert Joe Navarro breaks down how to approach high-pressure negotiations using examples from his time with the bureau. Joe goes through the arenal of tactics used by himself and the FBI explaining what to leverage and when to achieve the desired outcome.
Check out Joe’s book “Be Exceptional”
…
Books By Joe Navarro:
Joe Navarro Body Language Academy:
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Former FBI Agent Explains How to Negotiate | WIRED
Moroccan National Debate Team
August 3, 2021 at 6:53 pm
Thanks for the tips!
Himanshu Kharwar
August 3, 2021 at 7:06 pm
i just reading his book ‘3 min to doomsday’ this old man is legend in his profession and have a lot of knowledge which can be learnt…big fan
John Cangieter
August 3, 2021 at 7:12 pm
Could read books and watch interviews on these alphabet boys tactics all day.
neverescence
August 3, 2021 at 7:37 pm
time to learn how to get a pay raise
Mary Richardson
August 3, 2021 at 7:42 pm
Thank you
Vinayak Praveen
August 3, 2021 at 7:43 pm
i wonder how he asks for a glass of water or random simple stuff, jokes apart…. this was amazing!
Andrew Toft
August 3, 2021 at 8:12 pm
My gf is going to hate me
Jim's Videos
August 3, 2021 at 8:13 pm
These interviews are fascinating.
Senza Club
August 3, 2021 at 8:29 pm
New TAN joe ! 👌
Mario Castillo
August 3, 2021 at 8:29 pm
This has to be one of the most educational videos I’ve ever seen. Joe Navarro is incredible.
Hammas Haukka
August 3, 2021 at 8:51 pm
If only we had realized sooner that proper negotiation and interrogation is miles better than torture.
If only we had realized it now.
billrules110
August 3, 2021 at 9:00 pm
He negotiated with the tanning bed to get that golden skin
Dineen Serpa
August 3, 2021 at 10:53 pm
Or a lot of outdoor activity on olive skin.
Matt
August 3, 2021 at 9:02 pm
Imagine having this guy as your father-in-law?
kvetch23
August 3, 2021 at 9:47 pm
We need a JSC/Joe Navarro collab stat
Lifetools-help
August 3, 2021 at 10:00 pm
Extremely helpful, thank you!
Miner 2049er
August 3, 2021 at 10:20 pm
The negotiations were short.
Sam Lava
August 3, 2021 at 10:21 pm
I almost confessed to my crimes just by listening to him lmao
Infinite Monkey
August 3, 2021 at 10:30 pm
It’s a bit easier to negotiate when you have a badge, a gun and the U.S. government behind you. Still interesting though.
Jennifer Huang
August 3, 2021 at 11:10 pm
yes, but he’s likely to be negotiating things that are larger scale and higher consequence than we are.
Infinite Monkey
August 3, 2021 at 11:22 pm
@Jennifer Huang Well yea, but the vid implied that we can apply his tactics to negotiating anything, including mundane things.
Hunter von Felden
August 3, 2021 at 10:35 pm
He does not sound they way he looks
my gins
August 3, 2021 at 11:09 pm
What do you think of Chris Voss
Michael Montalto
August 3, 2021 at 11:30 pm
The staking methane conceptually empty because dress speculatively introduce alongside a brainy year. disturbed, unbiased weeder
ForeverReactz
August 3, 2021 at 11:35 pm
LOOK AT THE REAL HIM THO
Nuzzila Aviany
August 4, 2021 at 12:00 am
Joe Navvaro my fav
boy638
August 4, 2021 at 1:16 am
What I have learned is that to not say a single word no matter how nice they treat you.
And of course, lawyer up.
Shahzad Khan Niazi
August 4, 2021 at 9:00 am
Why didn’t you negotiate with the Taliban before wasting US $2trillion and precious lives of your troops and Innocent Afghanistanis masses?
garymc11
August 4, 2021 at 9:09 am
The lenses of his glasses are *so* clean and pristine. Not a single scratch on them.
Princeton Chia
August 4, 2021 at 9:27 am
Joe Nevarro to his superior back in the day:
*You were right about one thing, master: THE NEGOTIATIONS WERE SHORT.*
Dozie Traha
August 4, 2021 at 10:10 am
The tiny patricia prognostically describe because nickel sicily lick about a ultra sponge. unruly, wide-eyed deborah
Blue Cross
August 4, 2021 at 12:35 pm
In times of State totalitarianism, it is great to learn what those government cowardly assholes are going to use against a peaceful ordinary citizen.
jeffrooow
August 4, 2021 at 12:44 pm
Public service announcement: the second law of thermodynamics only applies to closed energy systems. Anger dissipating might mimic the second law of thermodynamics but this effect is not caused by it.
O_O
August 4, 2021 at 1:59 pm
Next video
CIA agent : how to topple world governments
TheWarrior1256
August 4, 2021 at 2:30 pm
It was the flowers…
Zaib Ash
August 4, 2021 at 3:43 pm
4:28 is he wearing jeans?
Regis A. Lecomte
August 4, 2021 at 3:53 pm
Wow, I’m very fascinated with this video, will use these tactics in real life
Awais Ahmed
August 4, 2021 at 4:04 pm
instructions unclear: ended up in a mental hospital
Ravi Prakash Dixit
August 4, 2021 at 4:31 pm
I am the only guy who doesn’t hate you. I am talking to you, i am listening to you…
cynthia van teylingen
August 4, 2021 at 4:42 pm
Learn so much by listening to his informative storys.
Aracoixo
August 4, 2021 at 8:02 pm
Subscribed
lenny koss
August 4, 2021 at 9:24 pm
💗
Chavez
August 4, 2021 at 9:46 pm
People just want to be heard.
Aiyan Turley Usmc veteran
August 4, 2021 at 10:43 pm
Life itself is a negotiable funnel of marathon! Body language is super useful since people that talks with their hands tends to be intelligent. This gentleman is a great storyteller.
Anna Leonie
August 4, 2021 at 11:32 pm
Interviewing a suspect isn’t a negotiation! It’s asking them for facts! There’s nothing to negotiate.
Anna Leonie
August 4, 2021 at 11:35 pm
That might be part of the reason this bloke sees so many people unprepared!
The person thinks they’re there to tell them stuff they already know. If there are areas of not knowing something, there is no negotiation. It’s simply said.
Rezin 8
August 4, 2021 at 11:47 pm
Wow….this is my sales strategy 🤣
BestFamilyCars
August 4, 2021 at 11:57 pm
Joe Navarro always gets what he wants for dinner. Car dealers give him *his* best price. Highway patrol offers him a refund for speeding.
Audie
August 5, 2021 at 12:09 am
Feds are g4y
Ben Du
August 5, 2021 at 1:04 am
ahh the negotiator
Dame Anvil
August 5, 2021 at 1:19 am
Navarro is no Chris Voss
lièvremont
August 5, 2021 at 9:52 am
1.5x
Javier Medina Moreno
August 5, 2021 at 10:06 am
Had to rewatch, as I couldn’t catch everything on the first go. Very interesting.
Dav P
August 5, 2021 at 10:17 am
In a matter of investigation tactics, the FBI pulled you in because they know you done something wrong. Or maybe you were in the wrong place at the wrong place and time
They don’t have anything to do with anyone if there’s no reason to interfere
All memes and jokes aside with the FBI
Wouter
August 5, 2021 at 10:43 am
If the other party refuse to communicate your theory stops.
Stephan Albrecht
August 5, 2021 at 12:52 pm
Nobody lies to Joe Navarro 😉
Toasty
August 5, 2021 at 1:41 pm
Please do how to do “advanced interrogation” techniques next 😉
JaCo VlOgS
August 5, 2021 at 3:41 pm
Next video: Former FBI agent explains your search history
Mary
August 5, 2021 at 4:10 pm
Where was this video when Michael Scott was negotiating with Darryl??
Aurobindo Ghosh
August 5, 2021 at 4:47 pm
show them green little papers with pictures of american politicians
Dan da man
August 5, 2021 at 6:22 pm
*ah yes the negotiator*
Michael Dippenaar
August 5, 2021 at 6:25 pm
3 words. Lawyer. Remain silent.
F-35A Lightning II
August 5, 2021 at 6:52 pm
“Oh come on, how bad can meeting the family be?”
Her dad:
Shari Lynn
August 5, 2021 at 7:11 pm
I would LOVE to chat with this man and pick his brain!!!!
Spiritus .9
August 5, 2021 at 7:38 pm
The FBI are profoundly amazing at wasting time, second to none.
jason twist
August 5, 2021 at 7:42 pm
Former FBI Agent Explains How to Negotiate:
Instruct the officers to surround the prospect then use your voice to Bore them for so long that they wilfully surrender and agree to a sentence.
Job done. lives saved.
Suar youtuber™
August 5, 2021 at 7:53 pm
Ok.
Suar youtuber™
August 5, 2021 at 7:54 pm
i hate when someone copies me.
Insignificant Speck Of Dust
August 5, 2021 at 8:59 pm
LOL…my wife is a Jewess…born in India… she would eat your lunch in any negotiation…she’s so good you would being holding the door for her afterwards…thanking her for coming in…as you lose your shirt.
Because Reasons
August 5, 2021 at 9:06 pm
I was reminded by this video that monsters exist.
sliish 420
August 5, 2021 at 9:55 pm
0:20 convenient how he leaves out torturing American citizens
Claudio Benjamin Osorio
August 5, 2021 at 10:02 pm
Wired please keep bringing Joe. He’s very good. We could sit and hear this man for days.
Dillon Seals
August 5, 2021 at 10:02 pm
It’s amazing what showing some decency to indecent people can do.
Nashtark 111
August 5, 2021 at 11:30 pm
It’s not negotiation, that’s coercing.
Paul D
August 6, 2021 at 12:02 am
He couldn’t crack me 💯 I jus got it like that
D B
August 6, 2021 at 1:20 am
If a guy like this tries to interview you, immediately ask for a lawyer. They’re going to pretend they’re on your side, that he’s trying to help you, ask you to help him. It’s all BS. LAWYER.
FBI
August 6, 2021 at 12:48 pm
why
Randy Zeitman
August 6, 2021 at 2:01 pm
Most valuable video I’ve seen in years.
Grady Picinich
August 6, 2021 at 2:49 pm
“… so it’s about proceeding incrementally, assessing him, watching his breathing rate, watching his blink rate… were his knees weak, were his palms sweaty? Was there vomit on his sweater already, mom’s spaghetti? And after an hour, I’m understanding him better.”
unknown
August 6, 2021 at 2:54 pm
i want him to negotiate with rorschach & joker.
Aaron Stanes
August 6, 2021 at 3:00 pm
I hope this works against my parents
Psylintz u
August 6, 2021 at 3:43 pm
To bad the fbi is corrupt and actually tortures ppl instead of interrogation.
Sneedem Feedem
August 6, 2021 at 3:57 pm
“fbi clowns show us how they get their employees to admit to crimes they were paid to do” great video :]
Adobe Reviews
August 6, 2021 at 4:01 pm
The telling nancy expectedly wreck because pentagon cytomorphologically invent given a draconian fight. energetic, deep pepper
Oliver Theses
August 6, 2021 at 5:23 pm
He is a nightmare for sellers and vendors🤣
techmouse1101
August 6, 2021 at 5:24 pm
In 1989, Joe Navarro was fatally shot and killed in the line of duty.
He had a conversation with Death.
Joe let Death go with a warning.
Muney Beats
August 6, 2021 at 5:45 pm
Seller: That will be $50
My mum: 3 take it or leave it
Alessandro C
August 6, 2021 at 5:59 pm
My girlfriend is going to hate me.
Edit: ex-girlfriend*
Ice Man
August 6, 2021 at 6:18 pm
Augustus magnusen in sherlock was more simple. He called it a pressure point. Then the ownership is done.
amogus sus
August 6, 2021 at 6:57 pm
What da negotiator doin
SHERBie
August 6, 2021 at 6:58 pm
Bet I’m smarter than you FBI agent
ladyastralis
August 6, 2021 at 7:03 pm
What! Showing a human respect will make them open up? What an interesting “model.”
Jelu Mart
August 6, 2021 at 7:59 pm
I like your words funny man.
Bullast
August 6, 2021 at 8:33 pm
Every day is STFU Friday
Bullast
August 6, 2021 at 8:38 pm
You can rob me, you can starve me, you can beat me and you can kill me, just don’t bore me!
Absolute Zero
August 6, 2021 at 8:38 pm
Nonsense, you don’t have to say a single word to these goons, not one word ever. Learn your rights.
legom81
August 6, 2021 at 9:19 pm
I’ll use the negotiation preps as my framework for papers this school year, they seem effective, I hope😅
Chump Z
August 6, 2021 at 11:49 pm
I watched this so I can get better at monopoly
101jir
August 6, 2021 at 11:52 pm
7:08 After going for over a year writing a dystopian story with one part added every 2 weeks or so, that experience led me to believe comic relief doesn’t exist just for the sake of the reader: without it a story can become extremely draining to write if the material is too heavy (mine dealt intensely with themes of slavery)! I really think one major part of comic relief is just so the writers can avoid burning out. This seems to add credence to that belief.
Divyanshu
August 7, 2021 at 12:38 am
You can also learn the Michael Scott method of negotiation. 👍
montae bound
August 7, 2021 at 12:51 am
Just me or the video boring 😂
Bart Anderson
August 7, 2021 at 1:32 am
What if you have an ongoing relationship with the person you’re negotiating with?
It changes things.
Usually the relationship is more important than the particular issue.
Curse
August 7, 2021 at 3:08 am
This is the only man that knows where his girlfriend wants to eat at
Adrija Chakraborty
August 7, 2021 at 10:57 am
I believe in Joe Navarro supremacy.
Lois Enolp
August 7, 2021 at 12:11 pm
I love this man! If he interviewed me I would probably admit to things I didn’t do.
Mellowsan
August 7, 2021 at 2:55 pm
The thumbnail looks like they photoshopped his hair off
P6
August 7, 2021 at 3:17 pm
1.25 speed will get you normal IQ speaking speed.
Jab Hutt
August 7, 2021 at 3:43 pm
Who wears half suit, half jeans :pp
Rottin Soldier
August 7, 2021 at 4:13 pm
BS this is how you get a forced confession
Rubin Mainor
August 7, 2021 at 4:31 pm
Man, this is just like growing up black around white people. Constantly assessing the situation and very carefully choosing words and actions to achieve the desired outcome. Only instead of catching criminals, its not getting killed by a cop
Mich Tai
August 7, 2021 at 6:42 pm
Boo-hoo
comeawaywithme
August 7, 2021 at 4:43 pm
not this copaganda trash clogging up the algorithm
A M
August 7, 2021 at 5:50 pm
He missed the part where he plants evidence and entraps people.
Jeb
August 7, 2021 at 6:01 pm
i wonder how the negotiations with his wife went that let him wear jeans with that jacket and tie
Andy Chang
August 7, 2021 at 6:14 pm
The miniature chicken clinicopathologically mourn because athlete thankfully bleach unto a cagey examination. false familiar famous, calculating kidney
1
August 7, 2021 at 9:16 pm
FTP
Aldo Music
August 7, 2021 at 10:24 pm
Wtf is Con Ed? Lol
IndoraptorXL Gaming
August 7, 2021 at 10:41 pm
Ah yes the negotiator
isa
August 7, 2021 at 10:56 pm
JOE PLZ BE MY FATHER
Will Da Pensive Penguin Dood
August 7, 2021 at 11:59 pm
Among us
Thomas Baxter
August 8, 2021 at 1:09 am
This video is loud as double hockey sticks. Riding the redline is good for music, but sweet fancy meats.. this is loud
Rosetta Stone
August 8, 2021 at 1:20 am
We need a “Joe Navarro Explains…” Channel!!
This guy is fascinating!
chickenwing986
August 8, 2021 at 7:30 am
When will he be interrogating f a uci for the g ain of fun ction research?
jinyoungii
August 8, 2021 at 8:52 am
His lenses are shinier than my future
vegetable oil
August 8, 2021 at 10:09 am
Watching this so I can ask my mom to buy me a ps5
Mark Ordinario
August 8, 2021 at 10:20 am
Joe need to create his own channel.
IMAKETHESAUCE
August 8, 2021 at 10:30 am
He’s too conscious of his own body language. Makes me wonder what he negotiated he had to hide his body language?
kenzie nuno
August 8, 2021 at 2:23 pm
Now i can negotiate with my mom 👍🏻
Olson Colaco
August 8, 2021 at 3:06 pm
I hope this help me to bargin for vegetables
Sidz
August 8, 2021 at 3:53 pm
I mean I’m a retail assistant but sure lemme watch this, you never know.
Pandaa lp
August 8, 2021 at 3:56 pm
Very interesting 😀 😛 😛 😀
Frank U
August 8, 2021 at 5:27 pm
This is how I feel every time I go to a car dealership.
Grease Monkey
August 8, 2021 at 7:08 pm
Tried the silence technique on her and I got her to pay for my food
sweiland75
August 8, 2021 at 7:10 pm
His pronunciations are interesting for an American. The way he pronounces “process’ and “paedophile” are British-like.
Dingle
August 8, 2021 at 7:47 pm
Wear them out until innocent people make a mistake and can be found guilty.
Chris - Sol Mon
August 8, 2021 at 8:01 pm
Sounds like intelligence agencies employ psychological tactics to get people to do their will.
Yet so many call these methods tinfoil “conspiracy theories.”
ZneolI
August 8, 2021 at 8:07 pm
👉👌
Audra Eden
August 8, 2021 at 9:11 pm
When JN described meeting the person and mirroring the activity….I immediately thought of Monty Robert’s…he joins up with the horse.
He’s been elected to be boss just that quick.
Robert’s says what the horse is going to do next….never fails.
skorpia g
August 8, 2021 at 10:21 pm
Females right now🤓✏🗒
Boro Jugovic
August 8, 2021 at 10:36 pm
I wonder if he worked with Chris Voss
Phuc Nguyen
August 8, 2021 at 10:41 pm
garbage
lunasleepwalks
August 8, 2021 at 10:51 pm
Nobody:
My brain: ah yes, the perfect method of maintaining control while coming out to my family (dw I don’t live with them so there are no physical stakes)
Simply Lethul
August 8, 2021 at 11:39 pm
Hmmm…he didn’t explain how to get innocent people to confess to crimes they never committed. He probably left that out on purpose.
Guda's World
August 9, 2021 at 1:03 am
Fascist Burro of Inforcement
Ana Harding
August 9, 2021 at 1:24 am
Vaccine strategies.
air null
August 9, 2021 at 6:53 am
that tie
matuano.19
August 9, 2021 at 7:12 am
“Yet if anyone suffers as a Christian, let him not be ashamed, but let him glorify God in this matter.”
I Peter 4:16 NKJV
Ronin Says
August 9, 2021 at 7:27 am
Don’t comply = jail
Comply = jail
Myth
August 9, 2021 at 7:36 am
Why no torture?
COMTON
August 9, 2021 at 9:29 am
I tried looking for the model on the internet and literature. Can’t find it. 🙁 anyone else?
Forsho
August 9, 2021 at 10:03 am
Ah yess.. the negotiator
IMΦ LUCIFER
August 9, 2021 at 2:13 pm
I’m using this technic and I’ll try to ask my asian mom for a candy
Wish me luck and not die
hao huynh
August 9, 2021 at 2:22 pm
Yeah
ATF
August 9, 2021 at 3:22 pm
This will be great for when they find all those people locked in my basement
Levi Estock
August 9, 2021 at 3:40 pm
@wired arsenal
Toxichammertoe
August 9, 2021 at 4:39 pm
I like this guy!
STEVEN FIELDEN
August 9, 2021 at 4:39 pm
…you don’t negotiate.
Ceri Ellis
August 9, 2021 at 5:15 pm
Joe Navarro! My second favourite Joan behind the arc one
you actually read this
August 9, 2021 at 5:16 pm
This is gonna be useful to reason with my teacher if I don’t finish any of her assignment
Skywalker 84
August 9, 2021 at 5:20 pm
this knowledge is criminal🤣😂🤣😂
itz like you fight vs a normal person, and you are the worldchampion🤣😂
Gaith Alwazen
August 9, 2021 at 6:08 pm
Me watching this thinking i would make everybody around me submissive
realsongs
August 9, 2021 at 7:01 pm
P
Lazy Gamer
August 9, 2021 at 11:05 pm
Deception then, like all salesmen
I Object
August 9, 2021 at 11:16 pm
His book is great.
Alien X
August 10, 2021 at 12:12 am
I’m learning this because some guy ripped me off and took my $80 without giving me what I paid for, and then the next day after I’d already told him I couldn’t pay him anymore he still wanted me to give him another $80 as an apology to him and then he’d give me my thing I paid for
J T
August 10, 2021 at 12:13 am
Maybe next time don’t show the Retired FBI agent wearing jeans.
Natalia Garcia
August 10, 2021 at 12:45 am
Why am i here? Idk but I’m not complaining
Jess Andujo
August 10, 2021 at 1:03 am
Just asking me question after question and to explain that answer will get me to agree to anything just so you’ll leave me alone.
Puppeteer Master
August 10, 2021 at 1:07 am
My question to this man is what form of words/body language did he use to understand serial killers and rapists?
WWEG1WGA
August 10, 2021 at 1:08 am
Plot twist:Everyone in the comment section is grateful because they are planning the greatest ransom heist of all time.
Ashtin Rose
August 10, 2021 at 1:46 am
I like these type of videos
Red Hausser
August 10, 2021 at 1:48 am
Never thought I would use thermodynamics in negociations
Charles Hamilton
August 10, 2021 at 7:12 am
You know who are good negotiators? Lawyers.
Power Blitz
August 10, 2021 at 7:14 am
Me jotting down to negotiate a game console with my parents “Mmm….”
Edelweiss Will
August 10, 2021 at 8:28 am
this is a very useful knowledge
i’m gonna use it in haggling.
Doubleheaded Eagle
August 10, 2021 at 9:17 am
I wonder exactly how many innocent people they mistakenly put in jail. Don’t say or think it’s never happened.
Provocateur SK
August 10, 2021 at 10:10 am
FBI, open up to me!
AlbaTech
August 10, 2021 at 11:20 am
fbi throwing their top negotiating secrets, must be true 100% legit LOL
GEW Gaming
August 10, 2021 at 1:55 pm
Great tips. Can’t wait to use them with my wife’s boyfriend for a later bedtime
Stefan James Comyn
August 10, 2021 at 2:06 pm
Its called coercion, and its illegal and morally wrong. You are a fascist.
Intra Meta Archi
August 10, 2021 at 2:32 pm
Games of power. And this guy is a player.
Rich Vail
August 10, 2021 at 9:13 pm
I guess my intellect is way lower than his speech, I fell asleep 3 minutes in.
Imar
August 11, 2021 at 6:37 am
Thanksssss! I love it.
darcoska
August 11, 2021 at 8:25 am
Sigma rule 726: Always use violence for financial gains
Jak Mihoff
August 11, 2021 at 9:22 am
They dont negotiate …. they either kill you or simply blow your whole village up …
Nicole Josephs
August 11, 2021 at 10:09 am
The puzzling women aditionally grip because trail respectively smile under a helpless fisherman. illegal, soggy kohlrabi
Sterling Pellegrino
August 11, 2021 at 10:21 am
The economy hardship, recession, unemployment and loss of job caused by covid pandemic is enough to push people into financial ventures.
Mark Smith
August 11, 2021 at 1:28 pm
Can someone tell me how to buy bitcoin..? I really don’t have any idea about this. 🙏🙏😞
James Samuel
August 11, 2021 at 1:32 pm
Her trading signal and indicators has aided me as an old trader and also to the newbies in the crypto trading. I’m still earning weekly and my wallet keeps growing.
Harry Vardy
August 11, 2021 at 1:36 pm
I think I’m blessed because if not I wouldn’t have met someone who is as spectacular as expert Mrs Tracey walker .
Pamela Scott
August 11, 2021 at 1:37 pm
I have never heard or seen her clients complain of lost, I think she’s just too perfect.
Williams Eric
August 11, 2021 at 1:40 pm
This is a lot easier when you have a knowledge, and it’s advisable for you to place your investment with an expert to avoid regrets.
Amit das
August 11, 2021 at 11:00 am
Thank you ☺️
traildoggy
August 11, 2021 at 3:24 pm
Imagine being his kid and trying to lie to him about your mischief
“Let’s go through this one more time. You say when you got here the cookie boxes were already open and the dog was eating the very last one…”
Taiwan no1 1000
August 11, 2021 at 4:47 pm
I tried your technique and now I am in ICU.
Darragh Finnan
August 11, 2021 at 5:10 pm
“The bad guy” i really hate this American phrase..
NikkyD
August 11, 2021 at 11:36 pm
Why did no suspect ever just get an attorney and let them do all the talking ?!
Steven Bass
August 11, 2021 at 11:39 pm
Being deaf, or extremely hard of hearing, must be hard to interrogate.