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 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
There are a lot of negotiators that really will give in on a deal because being understood is more important than getting what they… — Christopher Voss Copy Share Image
The first and best way to say 'no' to anyone is, 'How am I supposed to do that?' Now the other side actually has… — Christopher Voss Copy Share Image
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… — Christopher Voss Copy Share Image
