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;””
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.
Seek the real need behind the request.
Themes
Mood
Type
When to use this quote
- business deals
- personal conflicts
- mediations
- sales talks
Key Concepts
Questions to Reflect On
- What hidden need could be driving the other side’s request?
- How can you ask questions that reveal those needs?
People may hide true motives, making it hard to identify interests.