There are essentially three voice tones available to…
““There are essentially three voice tones available to negotiators: the late-night FM DJ voice, the positive/playful voice, and the direct or assertive voice. Forget the assertive voice for now; except in very rare circumstances, using it is like slapping yourself in the face while you’re trying to make progress. You’re signaling dominance onto your counterpart, who will either aggressively, or passive-aggressively, push back against attempts to be controlled.””
About This Quote
This interpretation was drafted with AI assistance. It is one reading of the quote, not the author's own explanation.
Negotiators have three vocal styles; the assertive tone often backfires, appearing dominant and provoking resistance, so softer tones are usually more effective.
In simple terms: Three voice tones; assertive tone can cause pushback; use softer tones.
Key Takeaway
Adopt a calm, positive voice in negotiations.
Themes
negotiation
communication
tone
psychology
Mood
strategic
analytical
Type
advice
inspirational
When to use this quote
- business deals
- conflict resolution
- team meetings
- sales pitches
- mediations
Key Concepts
assertive voice
dominance
resistance
Questions to Reflect On
- When might a direct tone be necessary?
- How do you gauge the counterpart’s response?
A Different Perspective
Over‑reliance on any single tone can limit flexibility.