Most people offer obvious telltale signs when they're lying. — Christopher Voss Lying 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
There is great power in deference. Deference works with everybody. — Christopher Voss Deference 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
What I really think of myself as is a person who's great at negotiation coaching and consulting. — Christopher Voss Consulting 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 Fair 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
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
Body language and tone of voice - not words - are our most powerful assessment tools. — Christopher Voss Assessment 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
'No' is a dynamic that you've got to master before you can ever master 'yes.' — Christopher Voss Before Copy Share Image
The moment you've convinced someone that you truly understand her dreams and feelings, mental and behavioral change becomes possible, and the foundation… — Christopher Voss Breakthrough 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
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… — Christopher Voss Being 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
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
If your first objective in the negotiation, instead of making your argument, is to hear the other side out, that's the only… — Christopher Voss Goals Copy Share Image
Whether we notice it or not, we spend our days negotiating for something: for our spouse to do more housework, a child… — Christopher Voss Better 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… — Christopher Voss Art 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
There are three kinds of yeses. There's commitment, confirmation, and counterfeit. People are most used to giving the counterfeit yes because they've… — Christopher Voss Commitment 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
There are a lot of negotiators that really will give in on a deal because being understood is more important than getting… — Christopher Voss Being 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
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
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
Emotions aren't the obstacles to a successful negotiation; they are the means. — Christopher Voss Emotions Copy Share Image
What drives you? What's your motivation? That's not emotion. That's passion. It's a different word. — Christopher Voss Emotion 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
Successful negotiation is not about getting to 'yes'; it's about mastering 'no' and understanding what the path to an agreement is. — Christopher Voss About 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
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
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
In Syria, for some time, they have been trading hostages for a number of things: for weapons, for money, for political influence,… — Christopher Voss Favors 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… — Christopher Voss Believe 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… — Christopher Voss Best Copy Share Image
