147 Quotes by Chris Voss

Ka-ching! Notice.

Yes,” as I always say, is nothing without “How?

Unbelief is the friction that keeps persuasion in check,” Dutton says. “Without it, there’d be no limits.” Giving your counterpart the illusion of control by asking calibrated questions – by asking for help – is one of the most powerful tools for suspending unbelief.

Why would you ever do business with me? Why would you ever change from your existing supplier? They’re great!

Negotiation serves two distinct, vital life functions – information gathering and behavior influencing – and includes almost any interaction where each party wants something from the other side.

The fastest and most efficient means of establishing a quick working relationship is to acknowledge the negative and diffuse it.

The intention behind most mirrors should be “Please, help me understand.” Every time you mirror someone, they will reword what they’ve said. They will never say it exactly the same way they said it the first time. Ask.

Even changing a single word when you present options – like using “not lose” instead of “keep” – can unconsciously influence the conscious choices your counterpart makes.

We learned that negotiation was coaxing, not overcoming; co-opting, not defeating. Most important, we learned that successful negotiation involved getting your counterpart to do the work for you and suggest your solution himself. It involved giving him the illusion of control while you, in fact, were the one defining the conversation.