Negotiation Quote by Chris Voss
““In any bare-knuckle bargaining session, the most vital principle to keep in mind is never to look at your counterpart as an enemy. The person across the table is never the problem. The unsolved issue is. So focus on the issue. This is one of the most basic tactics for avoiding emotional escalations. Our culture demonizes people in movies and politics, which creates the mentality that if we only got rid of the person then everything would be okay. But this dynamic is toxic to any negotiation. Punching””
About This Quote
Source Interview: The Art of Negotiation Podcast, Chris Voss, 2019
Effective negotiation treats the counterpart as a partner in solving a problem, not as an adversary, preventing emotional escalation and fostering collaboration.
In simple terms: Treat the other side as a problem‑solver, not an enemy.
Key Takeaway
Focus on the issue, not the person.
Themes
collaboration
emotional control
problem solving
Mood
calm
strategic
Type
practical
educational
When to use this quote
- business deals
- diplomatic talks
- team meetings
- mediations
- customer service
Key Concepts
conflict resolution
psychology
communication strategy
Questions to Reflect On
- How can you shift perception of the counterpart?
- What techniques keep emotions in check during tense talks?
A Different Perspective
People may still view opponents as enemies despite advice.
