CV

Chris Voss

147quotes

Quotes by Chris Voss

Chris Voss's insights on:

Let’s pause for a minute here, because there’s one vitally important thing you have to remember when you enter a negotiation armed with your list of calibrated questions. That is, all of this is great, but there’s a rub: without self-control and emotional regulation, it doesn’t work. The very first thing I talk about when I’m training new negotiators is the critical importance of self-control. If you can’t control your own emotions, how can you expect to influence the emotions of another party?
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Let’s pause for a minute here, because there’s one vitally important thing you have to remember when you enter a negotiation armed with your list of calibrated questions. That is, all of this is great, but there’s a rub: without self-control and emotional regulation, it doesn’t work. The very first thing I talk about when I’m training new negotiators is the critical importance of self-control. If you can’t control your own emotions, how can you expect to influence the emotions of another party?
CV
Negotiation as you’ll learn it here is nothing more than communication with results.
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Negotiation as you’ll learn it here is nothing more than communication with results.
CV
What does a good babysitter sell, really? It’s not child care exactly, but a relaxed evening. A furnace salesperson? Cozy rooms for family time. A locksmith? A feeling of security. Know the emotional drivers and you can frame the benefits of any deal in language that will resonate. BEND.
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What does a good babysitter sell, really? It’s not child care exactly, but a relaxed evening. A furnace salesperson? Cozy rooms for family time. A locksmith? A feeling of security. Know the emotional drivers and you can frame the benefits of any deal in language that will resonate. BEND.
CV
Saying “No” makes the speaker feel safe, secure, and in control, so trigger it. By saying what they don’t want, your counterpart defines their space and gains the confidence and comfort to listen to you.
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Saying “No” makes the speaker feel safe, secure, and in control, so trigger it. By saying what they don’t want, your counterpart defines their space and gains the confidence and comfort to listen to you.
CV
Effective negotiators look for pieces of information, often obliquely revealed, that show what is important to their counterpart: Who is their audience? What signifies status and reputation to them? What most worries them? To find this information, one method is to go outside the negotiating table and speak to a third party that knows your counterpart. The most effective method is to gather it from interactions with your counterpart.
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Effective negotiators look for pieces of information, often obliquely revealed, that show what is important to their counterpart: Who is their audience? What signifies status and reputation to them? What most worries them? To find this information, one method is to go outside the negotiating table and speak to a third party that knows your counterpart. The most effective method is to gather it from interactions with your counterpart.
CV
And every time we got the worst possible answer – “You’re right.” He agreed, in theory, but he didn’t own the conclusion.
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And every time we got the worst possible answer – “You’re right.” He agreed, in theory, but he didn’t own the conclusion.
CV
Kevin Dutton says in his book Split-Second Persuasion.
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Kevin Dutton says in his book Split-Second Persuasion.
CV
Even something as harsh as “Why did you do it?” can be calibrated to “What caused you to do it?” which takes away the emotion and makes the question less accusatory.
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Even something as harsh as “Why did you do it?” can be calibrated to “What caused you to do it?” which takes away the emotion and makes the question less accusatory.
CV
If you approach a negotiation thinking the other guy thinks like you, you are wrong. That’s not empathy, that’s a projection.
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If you approach a negotiation thinking the other guy thinks like you, you are wrong. That’s not empathy, that’s a projection.
CV
Still, I wanted to bring this opportunity to you before I took it to someone else,” I said.
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Still, I wanted to bring this opportunity to you before I took it to someone else,” I said.
CV
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