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Negotiation Quote by Chris Voss

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““Notice we said 'It sounds like . . .' and not 'I'm hearing that . . .' That's because the word 'I' gets people's guard up. When you say 'I,' it says you're more interested in yourself than the other person, and it makes you take personal responsibility for the words that follow—and the offense they might cause.””

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Negotiation Personal responsibility Psychology

More by Chris Voss

“Most of the time, you should be using the positive/playful voice. It’s the voice of an easygoing, good-natured person. Your attitude is light and…

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“By repeating back what people say, you trigger this mirroring instinct and your counterpart will inevitably elaborate on what was just said and sustain…

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“Every case is new. We must let what we know - our known knowns - guide us but not blind us to what we…

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“The Downs hijacking case came to epitomize everything not to do in a crisis situation, and inspired the development of today’s theories, training, and…

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“In any interaction, it pleases us to feel that the other side is listening and acknowledging our situation. Whether you are negotiating a business…

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“Here are some other great standbys that I use in almost every negotiation, depending on the situation: What about this is important to you?…

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“If I just ask for a volunteer, my students sit on their hands and look away. You’ve been there. You can almost feel your…

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“when you phrase a label as a neutral statement of understanding, it encourages your counterpart to be responsive. They’ll usually give a longer answer…

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“There are essentially three voice tones available to negotiators: the late-night FM DJ voice, the positive/playful voice, and the direct or assertive voice. Forget…

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“Instead of addressing his grumpy behavior, you acknowledge his sadness in a nonjudgmental way. You head him off before he can really get started.…

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“What were needed were simple psychological tactics and strategies that worked in the field to calm people down, establish rapport, gain trust, elicit the…

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“they should be teased out. Labeling is a helpful tactic in de-escalating angry confrontations, because it makes the person acknowledge their feelings rather than…

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More Negotiation quotes

A compromise is the art of dividing a cake in such a way that everyone believes he has the biggest piece.

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“Simple answers, reductionist politics, are the most prone to compromise, to saying we’re addressing the essential issue and all that other stuff can slide.…

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We're always willing to look at ways NAFTA can work better. But it's a fine line between looking at ways to make it work…

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“Duty is a done deal.”

Lailah Gifty Akita

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“All the major players were our clients. I had handled the conflicting demands, pacified the volatile tempers, and anticipated and circumvented the irrational tantrums.…

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Donald Trump so far is sending a signal that he's going to run the government like his business and maybe that's going to work.…

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The human spirit will not invest itself in a compromise.

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A lasting relationship consists of the 3 C's: Commitment. Communication. Compromise.

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As a politician - particularly as a politician in a coalition - you quickly realise that compromise is a part of the game. But…

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When you give your 100% to your compromises then they become sacrifices.... And sacrifices never hurt us,they give us a smile on our face,a…

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You don't bargain with terrorists. You don't appease terrorists. And anybody who believes that this is about something we've done has to ask themselves…

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“Shortly before we closed the deal, Randy Michaels and Terry Jacobs, who were running Jacor, came to me to finance the acquisition of a…

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