Christopher Voss Quotes

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The moment you've convinced someone that you truly understand her dreams and feelings, mental and behavioral change becomes possible, and the foundation for a breakthrough has been laid.

The sooner you cut off negotiations with someone you shouldn't be dealing with, it gives you the chance to move on to a more profitable deal.

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You're supposed to have a passionate purpose as a CEO.

What drives you? What's your motivation? That's not emotion. That's passion. It's a different word.

'No' is a dynamic that you've got to master before you can ever master 'yes.'

In Syria, for some time, they have been trading hostages for a number of things: for weapons, for money, for political influence, and for favors.

There is great power in deference. Deference works with everybody.

In my years as the FBI's lead international kidnapping negotiator, I learned an important fundamental lesson: Hostage negotiation is often nothing more than a business transaction.

Since retiring from the FBI in 2007, I've traveled the world and worked with everyone from CEOs to their managers and everyday workers on how to apply techniques from hundreds of high-stakes, life-or-death negotiations to business negotiations.

When it comes to salary negotiation, don't forget that salary is only one term of employment. What else is on the table - vacation time, benefits, bonuses, flex days? Before determining that these terms are 'must-haves' or 'giveaways' to get...

The No. 1 rule in any negotiation is don't take yourself hostage. People do this to themselves all the time by being desperate for 'yes' or afraid of 'no,' so they don't ask for what they really want. Instead, they...

The best messages in any given negotiation are really implied indirectly, come to the other person based on thinking that you're getting them to do - getting them to get some really solid thought behind their answers. And so a...

There are a lot of negotiators that really will give in on a deal because being understood is more important than getting what they want. And there's a particular type in particular, the assertive negotiator: being understood is actually more...

The first and best way to say 'no' to anyone is, 'How am I supposed to do that?' Now the other side actually has no idea as to the number of things you've done with them at the same time....

How you use your voice is really important, and it's really driven by context more than anything else, and your tone of voice will immediately begin to impact somebody's mood and immediately how their brain functions.

'Fair' is, like, this incredibly overused term in negotiations: 'I just want what's fair.' 'What's the fair market price?'

Successful negotiation is not about getting to 'yes'; it's about mastering 'no' and understanding what the path to an agreement is.

There are three kinds of yeses. There's commitment, confirmation, and counterfeit. People are most used to giving the counterfeit yes because they've been trapped by the confirmation yes so many times. So the way you master no is understanding what...

What you want to do is put people in a position where they feel connected enough to you that they're willing to collaborate with you; they're willing to show you the things that they were scared to tell you about...

Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance to put stuff on the table voluntarily.

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