In my years as the FBI's lead international kidnapping negotiator, I learned an important fundamental lesson: Hostage negotiation is often nothing more… — Christopher Voss Business Copy Share Image
The 'that's right' breakthrough usually doesn't come at the beginning of a negotiation. It's invisible to the counterpart when it occurs, and… — Christopher Voss Beginning Copy Share Image
Price doesn't make deals, and salary doesn't control your career. — Christopher Voss Career Copy Share Image
The most dangerous negotiation is the one you don't know you're in. — Christopher Voss Dangerous Copy Share Image
People who are lying are, understandably, more worried about being believed, so they work harder - too hard, as it were -… — Christopher Voss Hard Copy Share Image
Consider this: Whenever someone is bothering you, and they just won't let up, and they won't listen to anything you have to… — Christopher Voss Anything Copy Share Image
The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try… — Christopher Voss Ask questions Copy Share Image
The 'Rule of Three' is simply getting the other guy to agree to the same thing three times in the same conversation,… — Christopher Voss Conversation Copy Share Image
'No' is a dynamic that you've got to master before you can ever master 'yes.' — Christopher Voss Before Copy Share Image
How you use your voice is really important, and it's really driven by context more than anything else, and your tone of… — Christopher Voss Brain Copy Share Image
In a job negotiation, the implementation of that deal is your success that also causes the company to succeed. — Christopher Voss Business Copy Share Image
The best messages in any given negotiation are really implied indirectly, come to the other person based on thinking that you're getting… — Christopher Voss Best Copy Share Image
When it comes to salary negotiation, don't forget that salary is only one term of employment. What else is on the table… — Christopher Voss Find Copy Share Image
Mirroring is simply repeating what someone just said. It creates more reception from the other side, it focuses attention, and it gives… — Christopher Voss Attention Copy Share Image
I was on the SWAT team in the FBI, and I had always wanted to be in SWAT. — Christopher Voss Always Copy Share Image
Once you understand what a messy, emotional, and destructive dynamic 'fairness' can be, you can see why 'fair' is a tremendously powerful… — Christopher Voss Fairness Copy Share Image
As a negotiator, you should strive for a reputation of being fair. Your reputation precedes you. Let it precede you in a… — Christopher Voss Being Copy Share Image
The sooner you cut off negotiations with someone you shouldn't be dealing with, it gives you the chance to move on to… — Christopher Voss Chance Copy Share Image
If you're going to play the bargaining game, you just need to make the other side mad. You want them to get… — Christopher Voss Come Copy Share Image
Emotions are one of the main things that derail communication. Once people get upset at one another, rational thinking goes out of… — Christopher Voss Communication Copy Share Image
The sweetest two words in any negotiation are actually, 'That's right.' Before you convince them to see what you're trying to accomplish,… — Christopher Voss Accomplish Copy Share Image
Salary negotiations shouldn't be limited to just salary. Salary pays your mortgage, but terms build your career. — Christopher Voss Build Copy Share Image
The No. 1 rule in any negotiation is don't take yourself hostage. People do this to themselves all the time by being… — Christopher Voss Negotiation Copy Share Image
In reality, every single negotiation involves another commodity that's far more important to us, which is time - minutes, hours, our investment… — Christopher Voss Investment Copy Share Image
