Christopher Voss Quotes

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Very few negotiations are begun and concluded in the same sitting. It's really rare. In fact, If you sit down and actually complete your negotiation in one sitting, you left stuff on the table.

Emotions aren't the obstacles to a successful negotiation; they are the means.

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Emotions are one of the main things that derail communication. Once people get upset at one another, rational thinking goes out of the window.

Whether we notice it or not, we spend our days negotiating for something: for our spouse to do more housework, a child to eat just three more bites or go to bed on time, an extended deadline on a project,...

The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try to force your opponent to admit that you are right. Ask questions, that begin with 'How?' or 'What?'...

As human beings, we're powerfully swayed by how much we feel we're being respected. People comply with agreements if they feel they've been treated fairly and lash out if they don't.

Remember Robin Williams's great work as the voice of the genie in Disney's 'Aladdin'? Because he wanted to leave something wonderful behind for his kids, he said, he did the voice for a cut-rate fee of $75,000, far below his...

Once you understand what a messy, emotional, and destructive dynamic 'fairness' can be, you can see why 'fair' is a tremendously powerful word that you need to use with care.

As a negotiator, you should strive for a reputation of being fair. Your reputation precedes you. Let it precede you in a way that paves success.

Salary negotiations are particularly important because people are testing you as both a co-worker and an ambassador. They really don't want you to be a pushover, and they don't want you to be a jerk.

Salary negotiations shouldn't be limited to just salary. Salary pays your mortgage, but terms build your career.

If your first objective in the negotiation, instead of making your argument, is to hear the other side out, that's the only way you can quiet the voice in the other guy's mind. But most people don't do that.

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