Chris Voss

“All we’re going to say is, ‘Hey, how do we know José is okay? How are we supposed to pay until we…

— Chris Voss

“Saying “No” gives the speaker the feeling of safety, security, and control. You use a question that prompts a “No” answer, and…

— Chris Voss

“Who has control in a conversation, the guy listening or the guy talking? The listener, of course. That’s because the talker is…

— Chris Voss

“The last rule of labeling is silence. Once you’ve thrown out a label, be quiet and listen.”

— Chris Voss

“If you were able to take an armed kidnapper who’d been surrounded by police and hook him up to a cardiac monitor,…

— Chris Voss

“Negotiation serves two distinct, vital life functions—information gathering and behavior influencing—and includes almost any interaction where each party wants something from the…

— Chris Voss

“Even something as harsh as “Why did you do it?” can be calibrated to “What caused you to do it?” which takes…

— Chris Voss

“When we radiate warmth and acceptance, conversations just seem to flow. When we enter a room with a level of comfort and…

— Chris Voss

“If you want to increase your neural resonance skills, take a moment right now and practice. Turn your attention to someone who’s…

— Chris Voss

“No deal is better than a bad deal”

— Chris Voss

“ASSERTIVE The Assertive type believes time is money; every wasted minute is a wasted dollar. Their self-image is linked to how many…

— Chris Voss

“a spoon is a great tool for stirring soup but it’s not a recipe.”

— Chris Voss

“We employed our tactical empathy by recognizing and then verbalizing the predictable emotions of the situation. We didn’t just put ourselves in…

— Chris Voss

“I’m just asking questions,” I said. “It’s a passive-aggressive approach. I just ask the same three or four open-ended questions over and…

— Chris Voss

“Effective negotiation is applied people smarts, a psychological edge in every domain of life: how to size someone up, how to influence…

— Chris Voss

“Our techniques were the products of experiential learning; they were developed by agents in the field, negotiating through crisis and sharing stories…

— Chris Voss

“When the day of the meeting arrived, Anna opened by acknowledging ABC’s biggest gripes. “We understand that we brought you on board…

— Chris Voss

“It’s almost laughably simple: for the FBI, a “mirror” is when you repeat the last three words (or the critical one to…

— Chris Voss

“after pausing, ask solution-based questions or simply label their effect: “What about this doesn’t work for you?” “What would you need to…

— Chris Voss