Top 10 Christopher Voss Quotes

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Mirroring is simply repeating what someone just said. It creates more reception from the other side, it focuses attention, and it gives them an opportunity to dial in more with you and you to dial in more with them. It causes an almost completely unconscious response for the person to want to go on.

There's great power in deference. You ask somebody 'what' or 'how' questions. People love to be asked how to do something. They feel powerful, and from a deferential position, you've actually granted that power, and you're the one that now actually has the upper hand in the conversation.

Every job that you take, the term that you should always include is, 'How can I be involved in the strategic projects that are critical to the future of the company?' You ask that question. It's a great 'how' question.

Price doesn't make deals, and salary doesn't control your career.

What I really think of myself as is a person who's great at negotiation coaching and consulting.

I wanted to be a hostage negotiator.

I was on the SWAT team in the FBI, and I had always wanted to be in SWAT.

When you expect to get into a negotiation, you expect to be faced by a guy that's going to attack you, a guy or gal that's going to attack or that they're going to try to get the best of you. Two-thirds of us, that makes us very defensive.

Body language and tone of voice - not words - are our most powerful assessment tools.

The 'Rule of Three' is simply getting the other guy to agree to the same thing three times in the same conversation, it's really hard to repeatedly lie or fake conviction.

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