There are three kinds of yeses. There's commitment, confirmation, and counterfeit. People are most used to giving the counterfeit yes because they've been trapped by the confirmation yes so many times. So the way you master no is understanding what… — Christopher Voss Copy Share Image
'Fair' is, like, this incredibly overused term in negotiations: 'I just want what's fair.' 'What's the fair market price?' — Christopher Voss Copy Share Image
Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance… — Christopher Voss Copy Share Image
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… — Christopher Voss Copy Share Image
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… — Christopher Voss Copy Share Image
What I really think of myself as is a person who's great at negotiation coaching and consulting. — Christopher Voss Copy Share Image
Successful negotiation is not about getting to 'yes'; it's about mastering 'no' and understanding what the path to an agreement is. — Christopher Voss Copy Share Image
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,… — Christopher Voss Copy Share Image
Emotions aren't the obstacles to a successful negotiation; they are the means. — Christopher Voss Copy Share Image
Every job that you take, the term that you should always include is, 'How can I be involved in the strategic projects that are… — Christopher Voss Copy Share Image
What drives you? What's your motivation? That's not emotion. That's passion. It's a different word. — Christopher Voss Copy Share Image
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… — Christopher Voss Copy Share Image
