147 Quotes by Chris Voss

Remember: “Yes” is nothing without “How.” So keep asking “How?

Kahneman later codified his research in the 2011 bestseller Thinking, Fast and Slow.3 Man, he wrote, has two systems of thought: System 1, our animal mind, is fast, instinctive, and emotional; System 2 is slow, deliberative, and logical. And System 1 is far more influential. In fact, it guides and steers our rational thoughts.

There are actually three kinds of “Yes”: Counterfeit, Confirmation, and Commitment.

What are we trying to accomplish? How is that worthwhile? What’s the core issue here? How does that affect things? What’s the biggest challenge you face? How does this fit into what the objective is?

Creative solutions are almost always preceded by some degree of risk, annoyance, confusion, and conflict.

Compromise and concession, even to the truth, feels like defeat.

What is the biggest challenge you face?

In theory, leverage is the ability to inflict loss and withhold gain. Where does your counterpart want to gain and what do they fear losing?

This manipulation usually takes the form of something like, “We just want what’s fair.