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
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
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
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
In Syria, for some time, they have been trading hostages for a number of things: for weapons, for money, for political influence,… — Christopher Voss 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
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
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
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
Whether we notice it or not, we spend our days negotiating for something: for our spouse to do more housework, a child… — 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… — Christopher Voss Goals Copy Share Image
