23 Christopher Voss Quotes for You to Enjoy

Christopher Voss

American Businessman

Before Great Important People Time You

Related authors: Bill Gates Henry Ford Jim Rohn Les Brown Peter Drucker Stephen Covey Steve Jobs Warren Buffett

Once you understand what a messy, emotional, and destructive dynamic 'fairness' can be, you can see why 'fair' is a tremendously powerful word that you need to use with care. Christopher Voss

You Word Care Tremendously Once Destructive See Emotional Powerful Fair Fairness Messy Understand Dynamic Use Why Need

The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try to force your opponent to admit that you are right. Ask questions, that begin with 'How?' or 'What?' so your opponent uses mental energy to figure out the answer. Christopher Voss

You Try Illusion Control Energy Other Side Secret Negotiation Out Admit Mental Give Mental Energy Force Answer How Opponent Hand Questions Begin Upper Upper Hand Gaining Ask Your Figure Uses Right

When it comes to salary negotiation, don't forget that salary is only one term of employment. What else is on the table - vacation time, benefits, bonuses, flex days? Before determining that these terms are 'must-haves' or 'giveaways' to get a bigger salary, find out what the counterpart has to offer. Christopher Voss

What drives you? What's your motivation? That's not emotion. That's passion. It's a different word. Christopher Voss

You Passion Word Emotion Drives Motivation Different Your

The No. 1 rule in any negotiation is don't take yourself hostage. People do this to themselves all the time by being desperate for 'yes' or afraid of 'no,' so they don't ask for what they really want. Instead, they ask for what they can realistically get. I've heard many people say, 'Well, that's a non-starter, so we won't even bring it up.' Christopher Voss

Time Yourself People Desperate Rule Say Negotiation People Say Take Hostage Instead Well Heard Up Yes Get Any Afraid Being Want Realistically Themselves Ask Really Many Even Bring

There is great power in deference. Deference works with everybody. Christopher Voss

Great Power Everybody Great Power Works

As human beings, we're powerfully swayed by how much we feel we're being respected. People comply with agreements if they feel they've been treated fairly and lash out if they don't. Christopher Voss

People Respected Out Comply Feel Fairly How How Much Been Human Being Human Beings Swayed Much Beings Agreements Lash Treated

If your first objective in the negotiation, instead of making your argument, is to hear the other side out, that's the only way you can quiet the voice in the other guy's mind. But most people don't do that. Christopher Voss

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. Christopher Voss

You Opportunity Other Side Response Someone More Gives Unconscious Simply Almost Attention Said Dial Causes Go Repeating Person Just Want Them Creates Reception

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

Had Always Wanted Team

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. Christopher Voss

Best You Try Defensive Negotiation Faced Guy Attack Makes Very Expect Get Going Gal Us Two-Thirds

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. Christopher Voss

Conversation Lie Three Same Thing Conviction Other Rule Guy Simply Fake Repeatedly Times Same Getting Really Hard Agree Thing

People typically only believe they're in a negotiation when dollars are involved. And maybe sometimes they're smart enough to see if there's a commodity that you can count being exchanged. And, of course, the commodity that we most commonly exchange is money. Christopher Voss

Consider this: Whenever someone is bothering you, and they just won't let up, and they won't listen to anything you have to say, what do you tell them to get them to shut up and go away? 'You're right.' It works every time. But you haven't agreed to their position. You have used 'you're right' to get them to quit bothering you. Christopher Voss

Time You Go Away Every Every Time Consider Say Tell Someone Bothering Go Up Get Quit Listen Just Whenever Anything Them Used Works Agreed Away Right Shut Shut Up Position

You're supposed to have a passionate purpose as a CEO. Christopher Voss

You Purpose Supposed Passionate CEO

The first and best way to say 'no' to anyone is, 'How am I supposed to do that?' Now the other side actually has no idea as to the number of things you've done with them at the same time. You conveyed to them you have a problem. Christopher Voss

Time Best You Problem First Other Side Way Say Best Way No Idea Idea Supposed How Am Same Done Same Time Anyone Them Conveyed Now Actually Things Number

What you want to do is put people in a position where they feel connected enough to you that they're willing to collaborate with you; they're willing to show you the things that they were scared to tell you about before. Christopher Voss

You People Before Enough Collaborate Tell Willing Scared About Put Feel Were Where Want Show Connected Things Position

In my years as the FBI's lead international kidnapping negotiator, I learned an important fundamental lesson: Hostage negotiation is often nothing more than a business transaction. Christopher Voss

Business Important Nothing Lesson Negotiation Kidnapping More Hostage Lead Learned Years Than Often Transaction International Fundamental

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. Christopher Voss

Salary negotiations shouldn't be limited to just salary. Salary pays your mortgage, but terms build your career. Christopher Voss

Build Negotiations Mortgage Terms Limited Salary Just Your Pays Career

Christopher Voss Quotes

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