147 Quotes by Chris Voss

Platí to pro jakékoliv vyjednávání: čím více se konkretizují hrozby, tím více se blížíme nějakým reálným následkům spojeným s určitým termínem.

V konečném důsledku bývají osoby bojkotující dohodu důležitější než osoby uzavírající dohodu.

How does this affect the rest of your team? How on board are the people not on this call? What do your colleagues see as their main challenges in this area?

When the pressure is on, you don’t rise to the occasion – you fall to your highest level of preparation.

Don’t be so sure of what you want that you turn down something better.

No matter how much research our team has done prior to the interaction, we always ask ourselves, “Why are they communicating what they are communicating right now?

If you want to increase your neural resonance skills, take a moment right now and practice. Turn your attention to someone who’s talking near you, or watch a person being interviewed on TV. As they talk, imagine that you are that person. Visualize yourself in the position they describe and put in as much detail as you can, as if you were actually there.

The implication of any well-designed calibrated question is that you want what the other guy wants but you need his intelligence to overcome the problem. This really appeals to very aggressive or egotistical counterparts. You’ve not only implicitly asked for help – triggering goodwill and less defensiveness – but you’ve engineered a situation in which your formerly recalcitrant counterpart is now using his mental and emotional resources to overcome your challenges.

Another simple rule is, when you are verbally assaulted, do not counterattack. Instead, disarm your counterpart by asking a calibrated question.