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Instead Focus Quote by Chris Voss

“don’t get wrapped up in the other side’s position (what they’re asking for) but instead focus on their interests (why they’re asking for it) so that you can find what they really want;” quote by Chris Voss
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““don’t get wrapped up in the other side’s position (what they’re asking for) but instead focus on their interests (why they’re asking for it) so that you can find what they really want;””

Chris Voss

About This Quote

Source Interview: Negotiation Strategies, Chris Voss, 2016

Focus on underlying interests rather than stated demands to uncover true motivations and create win‑win solutions.

In simple terms: Look beyond what people say to why they want it.

Key Takeaway

Seek the real need behind the request.

Themes

negotiation empathy problem solving

Mood

strategic analytical

Type

practical insightful

When to use this quote

  • business deals
  • personal conflicts
  • mediations
  • sales talks

Key Concepts

interest‑based bargaining psychology communication

Questions to Reflect On

  • What hidden need could be driving the other side’s request?
  • How can you ask questions that reveal those needs?
A Different Perspective

People may hide true motives, making it hard to identify interests.

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