Beginning Quote by Christopher Voss
“The 'that's right' breakthrough usually doesn't come at the beginning of a negotiation. It's invisible to the counterpart when it occurs, and they embrace what you've said. To them, it's a subtle epiphany.”
About This Quote
Source Book: Never Split the Difference by Chris Voss, 2016
A pivotal moment in negotiation often arrives later, unnoticed by the other party, creating a subtle realization that aligns them with your position.
In simple terms: Key negotiation insights often appear later, subtly shifting the counterpart’s view.
Key Takeaway
Recognize and nurture later breakthroughs.
Themes
negotiation
psychology
communication
Mood
strategic
analytical
Type
advice
insightful
When to use this quote
- sales meetings
- contract discussions
- conflict resolution
- team alignment
Key Concepts
Cognitive bias
persuasion
timing
Questions to Reflect On
- How can you detect subtle shifts in agreement?
- What signals indicate a hidden breakthrough?
A Different Perspective
If the breakthrough is missed, the negotiation may stall.
