--- title: "Meaning & Key Takeaway of: The CEO answered by saying the bill was…" description: "\"“The CEO answered by saying the bill was too high, that he’d pay half of it and that they would talk about the rest. After that, he stopped answering h..." image: "https://sms4smile.com/quotes/i/dc0/chris-voss-5746_negotiation_the-ceo-answered-by-saying-the-bill-was_1739309.jpg" --- # The CEO answered by saying the bill was too high, that… ![“The CEO answered by saying the bill was too high, that he’d pay half of it and that they would talk about the rest. After that, he stopped answering her calls. The underlying dynamic was that this guy didn’t like being questioned by anyone, especially a woman. So she and I developed a strategy…” quote by Chris Voss](https://sms4smile.com/quotes/i/dc0/chris-voss-5746_negotiation_the-ceo-answered-by-saying-the-bill-was_1739309.jpg) [Download](https://sms4smile.com/quotes/i/dc0/chris-voss-5746_negotiation_the-ceo-answered-by-saying-the-bill-was_1739309.jpg) [Open image](https://sms4smile.com/quotes/i/dc0/chris-voss-5746_negotiation_the-ceo-answered-by-saying-the-bill-was_1739309.jpg) > ““The CEO answered by saying the bill was too high, that he’d pay half of it and that they would talk about the rest. After that, he stopped answering her calls. The underlying dynamic was that this guy didn’t like being questioned by anyone, especially a woman. So she and I developed a strategy that showed him she understood where she went wrong and acknowledged his power, while at the same time directing his energy toward solving her problem. The script we came up with hit all the best practices of negotiation we’ve talked about so far. Here it is by steps: A “No”-oriented email question to reinitiate contact: “Have you given up on settling this amicably?” A statement that leaves only the answer of “That’s right” to form a dynamic of agreement: “It seems that you feel my bill is not justified.” Calibrated questions about the problem to get him to reveal his thinking: “How does this bill violate our agreement?” More “No”-oriented questions to remove unspoken barriers: “Are you saying I misled you?” “Are you saying I didn’t do as you asked?” “Are you saying I reneged on our agreement?” or “Are you saying I failed you?” Labeling and mirroring the essence of his answers if they are not acceptable so he has to consider them again: “It seems like you feel my work was subpar.” Or “… my work was subpar?” A calibrated question in reply to any offer other than full payment, in order to get him to offer a solution: “How am I supposed to accept that?” If none of this gets an offer of full payment, a label that flatters his sense of control and power: “It seems like you are the type of person who prides himself on the way he does business—rightfully so—and has a knack for not only expanding the pie but making the ship run more efficiently.” A long pause and then one more “No”-oriented question: “Do you want to be known as someone who doesn’t fulfill agreements?” From my long experience in negotiation, scripts like this have a 90 percent success rate. That is, if the negotiator stays calm”” [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) ## About This Quote This interpretation was drafted with AI assistance. It is one reading of the quote, not the author's own explanation. A strategic negotiation script uses calibrated questions, labeling, and “No‑oriented” prompts to shift power, expose reasoning, and guide the counterpart toward a favorable resolution. **In simple terms:** Use specific questions and mirroring to control dialogue and reveal hidden objections. Key Takeaway Apply the script to defuse resistance and achieve agreement. Themes negotiation power dynamics communication conflict resolution Mood strategic analytical Type instructional practical When to use this quote - business disputes - contract negotiations - customer service complaints - salary discussions - legal settlements Key Concepts calibrated questioning labeling mirroring psychology strategic framing Questions to Reflect On - How can you adapt “No‑oriented” questions for different personalities? - What risks arise if you over‑label a counterpart? A Different Perspective Success depends on the counterpart’s willingness to engage; some may resist or become defensive. ★ ★ ★ ★ ★ No ratings yet [Agreement Feel](https://sms4smile.com/quotes/about/agreement-feel-1504808/) [Ceo Answered](https://sms4smile.com/quotes/about/ceo-answered-1504805/) [Control And Power](https://sms4smile.com/quotes/about/control-and-power/) [Negotiation](https://sms4smile.com/quotes/about/negotiation/) [Negotiation Scripts](https://sms4smile.com/quotes/about/negotiation-scripts-1504806/) [Rate Negotiator](https://sms4smile.com/quotes/about/rate-negotiator-1504807/) [Type of person](https://sms4smile.com/quotes/about/type-of-person/) ## Related quotes > [The hardest thing to remember is that what we each really want is the truth of our lives, good or bad. 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If he was a superstar, he'd be out creating songs,…](https://sms4smile.com/quotes/kid-rock/the-program-director-at-a-radio-station-by-the-way-is-not-the/) [Kid Rock](https://sms4smile.com/quotes/author/kid-rock/) > [The background of the Negro culture is voodoo and magic; and the purposes the magic are control and power over God, man, nature and…](https://sms4smile.com/quotes/r-j-rushdoony/the-background-of-the-negro-culture-is-voodoo-and-magic-and-the/) [R.J. Rushdoony](https://sms4smile.com/quotes/author/r-j-rushdoony/) > [“The immensity of the universe with the vastness of space and uncountable heavenly bodies is so outside our control and power. What is man…](https://sms4smile.com/quotes/sharon-lathan/the-immensity-of-the-universe-with-the-vastness-of-space-and/) [Sharon Lathan](https://sms4smile.com/quotes/author/sharon-lathan/) > [“The Psychopath Free Pledge: 1. I will never beg or plead for someone else again. Any man or woman who brings me to that…](https://sms4smile.com/quotes/peace/the-psychopath-free-pledge-1-i-will-never-beg-or-plead-for-someone/) [Peace](https://sms4smile.com/quotes/author/peace/) > [“The more power they have over your emotions, the less likely you’ll trust your own reality and the truth about the abuse you’re enduring.…](https://sms4smile.com/quotes/shahida-arabi/the-more-power-they-have-over-your-emotions-the-less-likely-you-ll/) [Shahida Arabi](https://sms4smile.com/quotes/author/shahida-arabi/) > [Our virtues themselves are not free and floating qualities over which we retain a permanent control and power of disposal; they come to be…](https://sms4smile.com/quotes/marcel-proust/our-virtues-themselves-are-not-free-and-floating-qualities-over-which/) [Marcel Proust](https://sms4smile.com/quotes/author/marcel-proust/) > [I hope to see women thriving and happy, loving what they're doing, and being in control and powerful of what they create. I guess…](https://sms4smile.com/quotes/lady-gaga/i-hope-to-see-women-thriving-and-happy-loving-what-they-re-doing-and/) [Lady Gaga](https://sms4smile.com/quotes/author/lady-gaga/) ## 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…](https://sms4smile.com/quotes/chris-voss/most-of-the-time-you-should-be-using-the-positive-playful-voice-it-s/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“By repeating back what people say, you trigger this mirroring instinct and your counterpart will inevitably elaborate on what was just said and sustain…](https://sms4smile.com/quotes/chris-voss/by-repeating-back-what-people-say-you-trigger-this-mirroring-instinct/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“Every case is new. We must let what we know - our known knowns - guide us but not blind us to what we…](https://sms4smile.com/quotes/chris-voss/every-case-is-new-we-must-let-what-we-know-our-known-knowns-guide-us/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“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…](https://sms4smile.com/quotes/chris-voss/the-downs-hijacking-case-came-to-epitomize-everything-not-to-do-in-a/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“In any interaction, it pleases us to feel that the other side is listening and acknowledging our situation. Whether you are negotiating a business…](https://sms4smile.com/quotes/chris-voss/in-any-interaction-it-pleases-us-to-feel-that-the-other-side-is/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“Here are some other great standbys that I use in almost every negotiation, depending on the situation: What about this is important to you?…](https://sms4smile.com/quotes/chris-voss/here-are-some-other-great-standbys-that-i-use-in-almost-every/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“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…](https://sms4smile.com/quotes/chris-voss/if-i-just-ask-for-a-volunteer-my-students-sit-on-their-hands-and-look/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“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…](https://sms4smile.com/quotes/chris-voss/when-you-phrase-a-label-as-a-neutral-statement-of-understanding-it/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“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…](https://sms4smile.com/quotes/chris-voss/there-are-essentially-three-voice-tones-available-to-negotiators-the/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“Instead of addressing his grumpy behavior, you acknowledge his sadness in a nonjudgmental way. You head him off before he can really get started.…](https://sms4smile.com/quotes/chris-voss/instead-of-addressing-his-grumpy-behavior-you-acknowledge-his-sadness/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“Notice we said 'It sounds like . . .' and not 'I'm hearing that . . .' That's because the word 'I' gets people's…](https://sms4smile.com/quotes/chris-voss/notice-we-said-it-sounds-like-and-not-i-m-hearing-that-that-s-because/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“What were needed were simple psychological tactics and strategies that worked in the field to calm people down, establish rapport, gain trust, elicit the…](https://sms4smile.com/quotes/chris-voss/what-were-needed-were-simple-psychological-tactics-and-strategies/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“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…](https://sms4smile.com/quotes/chris-voss/they-should-be-teased-out-labeling-is-a-helpful-tactic-in-de/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“List the worst things that the other party could say about you and say them before the other person can. Performing an accusation audit…](https://sms4smile.com/quotes/chris-voss/list-the-worst-things-that-the-other-party-could-say-about-you-and/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) > [“There’s one powerful way to quiet the voice in your head and the voice in their head at the same time: treat two schizophrenics…](https://sms4smile.com/quotes/chris-voss/there-s-one-powerful-way-to-quiet-the-voice-in-your-head-and-the/) [Chris Voss](https://sms4smile.com/quotes/author/chris-voss/) [Explore all 94 Chris Voss quotes ](https://sms4smile.com/quotes/author/chris-voss/) ## More Negotiation quotes > [A compromise is the art of dividing a cake in such a way that everyone believes he has the biggest piece.](https://sms4smile.com/quotes/ludwig-erhard/a-compromise-is-the-art-of-dividing-a-cake-in-such-a-way-that/) [Ludwig Erhard](https://sms4smile.com/quotes/author/ludwig-erhard/) > [“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.…](https://sms4smile.com/quotes/dorothy-allison/simple-answers-reductionist-politics-are-the-most-prone-to-compromise/) [Dorothy Allison](https://sms4smile.com/quotes/author/dorothy-allison/) > [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…](https://sms4smile.com/quotes/stephen-harper/we-re-always-willing-to-look-at-ways-nafta-can-work-better-but-it-s-a/) [Stephen Harper](https://sms4smile.com/quotes/author/stephen-harper/) > [“Duty is a done deal.”](https://sms4smile.com/quotes/lailah-gifty-akita/duty-is-a-done-deal/) [Lailah Gifty Akita](https://sms4smile.com/quotes/author/lailah-gifty-akita/) > [“All the major players were our clients. I had handled the conflicting demands, pacified the volatile tempers, and anticipated and circumvented the irrational tantrums.…](https://sms4smile.com/quotes/juliann-garey/all-the-major-players-were-our-clients-i-had-handled-the-conflicting/) [Juliann Garey](https://sms4smile.com/quotes/author/juliann-garey/) > [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.…](https://sms4smile.com/quotes/bill-o-reilly/donald-trump-so-far-is-sending-a-signal-that-he-s-going-to-run-the/) [Bill O'Reilly](https://sms4smile.com/quotes/author/bill-o-reilly/) > [The human spirit will not invest itself in a compromise.](https://sms4smile.com/quotes/robert-fritz/the-human-spirit-will-not-invest-itself-in-a-compromise/) [Robert Fritz](https://sms4smile.com/quotes/author/robert-fritz/) > [A lasting relationship consists of the 3 C's: Commitment. Communication. Compromise.](https://sms4smile.com/quotes/nishan-panwar/a-lasting-relationship-consists-of-the-3-c-s-commitment-communication/) [Nishan Panwar](https://sms4smile.com/quotes/author/nishan-panwar/) > [As a politician - particularly as a politician in a coalition - you quickly realise that compromise is a part of the game. But…](https://sms4smile.com/quotes/edward-davey/as-a-politician-particularly-as-a-politician-in-a-coalition-you/) [Edward Davey](https://sms4smile.com/quotes/author/edward-davey/) > [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…](https://sms4smile.com/quotes/melchor-lim/when-you-give-your-100-to-your-compromises-then-they-become/) [Melchor Lim](https://sms4smile.com/quotes/author/melchor-lim/) > [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…](https://sms4smile.com/quotes/michael-chertoff/you-don-t-bargain-with-terrorists-you-don-t-appease-terrorists-and/) [Michael Chertoff](https://sms4smile.com/quotes/author/michael-chertoff/) > [“Shortly before we closed the deal, Randy Michaels and Terry Jacobs, who were running Jacor, came to me to finance the acquisition of a…](https://sms4smile.com/quotes/sam-zell/shortly-before-we-closed-the-deal-randy-michaels-and-terry-jacobs-who/) [Sam Zell](https://sms4smile.com/quotes/author/sam-zell/) > ['Fair' is, like, this incredibly overused term in negotiations: 'I just want what's fair.' 'What's the fair market price?'](https://sms4smile.com/quotes/christopher-voss/fair-is-like-this-incredibly-overused-term-in-negotiations-i-just/) [Christopher Voss](https://sms4smile.com/quotes/author/christopher-voss/) > [The Fundamental Principle that governs - or ought to govern -human affairs if we wish to avoid misunderstandings, conflicts, or pointless utopias, is negotiation.](https://sms4smile.com/quotes/umberto-eco/the-fundamental-principle-that-governs-or-ought-to-govern-human/) [Umberto Eco](https://sms4smile.com/quotes/author/umberto-eco/) > [Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance…](https://sms4smile.com/quotes/christopher-voss/negotiation-is-often-described-as-the-art-of-letting-the-other-side/) [Christopher Voss](https://sms4smile.com/quotes/author/christopher-voss/) [Browse all 1,728 Negotiation quotes ](https://sms4smile.com/quotes/about/negotiation/) ```json { "@context": "https://schema.org", "@graph": [ { "@type": "Quotation", "text": "“The CEO answered by saying the bill was too high, that he’d pay half of it and that they would talk about the rest. After that, he stopped answering her calls. The underlying dynamic was that this guy didn’t like being questioned by anyone, especially a woman. So she and I developed a strategy that showed him she understood where she went wrong and acknowledged his power, while at the same time directing his energy toward solving her problem. The script we came up with hit all the best practices of negotiation we’ve talked about so far. Here it is by steps: A “No”-oriented email question to reinitiate contact: “Have you given up on settling this amicably?” A statement that leaves only the answer of “That’s right” to form a dynamic of agreement: “It seems that you feel my bill is not justified.” Calibrated questions about the problem to get him to reveal his thinking: “How does this bill violate our agreement?” More “No”-oriented questions to remove unspoken barriers: “Are you saying I misled you?” “Are you saying I didn’t do as you asked?” “Are you saying I reneged on our agreement?” or “Are you saying I failed you?” Labeling and mirroring the essence of his answers if they are not acceptable so he has to consider them again: “It seems like you feel my work was subpar.” Or “… my work was subpar?” A calibrated question in reply to any offer other than full payment, in order to get him to offer a solution: “How am I supposed to accept that?” If none of this gets an offer of full payment, a label that flatters his sense of control and power: “It seems like you are the type of person who prides himself on the way he does business—rightfully so—and has a knack for not only expanding the pie but making the ship run more efficiently.” A long pause and then one more “No”-oriented question: “Do you want to be known as someone who doesn’t fulfill agreements?” From my long experience in negotiation, scripts like this have a 90 percent success rate. That is, if the negotiator stays calm”", "creator": { "@type": "Person", "name": "Chris Voss" }, "isPartOf": { "@id": "https://sms4smile.com/quotes/#website" }, "url": "https://sms4smile.com/quotes/chris-voss/the-ceo-answered-by-saying-the-bill-was-too-high-that-he-d-pay-half/", "about": { "@type": "Thing", "name": "Negotiation" }, "@id": "https://sms4smile.com/quotes/chris-voss/the-ceo-answered-by-saying-the-bill-was-too-high-that-he-d-pay-half/#quotation", "image": { "@type": "ImageObject", "@id": "https://sms4smile.com/quotes/i/dc0/chris-voss-5746_negotiation_the-ceo-answered-by-saying-the-bill-was_1739309.jpg", "contentUrl": "https://sms4smile.com/quotes/i/dc0/chris-voss-5746_negotiation_the-ceo-answered-by-saying-the-bill-was_1739309.jpg", "url": "https://sms4smile.com/quotes/i/dc0/chris-voss-5746_negotiation_the-ceo-answered-by-saying-the-bill-was_1739309.jpg", "width": 1080, "height": 1080, "caption": "“The CEO answered by saying the bill was too high, that he’d pay half of it and that they would talk about…” — Chris Voss", "creditText": "SMS4Smile Quotes", "creator": { "@id": "https://sms4smile.com/quotes/#organization" } } }, { "@type": "BreadcrumbList", "itemListElement": [ { "@type": "ListItem", "position": 1, "name": "Home", "item": "https://sms4smile.com/" }, { "@type": "ListItem", "position": 2, "name": "Quotes", "item": "https://sms4smile.com/quotes/" }, { "@type": "ListItem", "position": 3, "name": "Chris Voss", "item": "https://sms4smile.com/quotes/author/chris-voss/" }, { "@type": "ListItem", "position": 4, "name": "“The CEO answered by saying the...", "item": "https://sms4smile.com/quotes/chris-voss/the-ceo-answered-by-saying-the-bill-was-too-high-that-he-d-pay-half/" } ], "@id": "https://sms4smile.com/quotes/chris-voss/the-ceo-answered-by-saying-the-bill-was-too-high-that-he-d-pay-half/#breadcrumb" }, { "@type": "WebSite", "@id": "https://sms4smile.com/quotes/#website", "name": "SMS4Smile Quotes", "url": "https://sms4smile.com/quotes/", "publisher": { "@id": "https://sms4smile.com/quotes/#organization" } }, { "@type": "Organization", "@id": "https://sms4smile.com/quotes/#organization", "name": "SMS4Smile Quotes", "url": "https://sms4smile.com/quotes/", "logo": { "@type": "ImageObject", "url": "https://sms4smile.com/quotes/wp-content/themes/sq/assets/icons/icon-512.png", "width": 512, "height": 512 } } ] } ```