Top 100

Top 120 Chris Voss Quotes (2023 Update)

Chris Voss Quote: “When the pressure is on, you don’t rise to the occasion – you fall to your highest level of preparation.”
Chris Voss Quote: “Tactical empathy is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings so you increase your influence in all the moments that follow.”
Chris Voss Quote: “By repeating back what people say, you trigger this mirroring instinct and your counterpart will inevitably elaborate on what was just said and sustain the process of connecting.”
Chris Voss Quote: “Contrary to popular opinion, listening is not a passive activity. It is the most active thing you can do.”
Chris Voss Quote: “No deal is better than a bad deal.”
Chris Voss Quote: “The beauty of empathy is that it doesn’t demand that you agree with the other person’s ideas.”
Chris Voss Quote: “No” is not failure. Used strategically it’s an answer that opens the path forward.”
Chris Voss Quote: “Good negotiators, going in, know they have to be ready for possible surprises; great negotiators aim to use their skills to reveal the surprises they are certain exist.”
Chris Voss Quote: “The person across the table is never the problem. The unsolved issue is.”
Chris Voss Quote: “In a tough negotiation, it’s not enough to show the other party that you can deliver the thing they want. To get real leverage, you have to persuade them that they have something concrete to lose if the deal falls through.”
Chris Voss Quote: “Remember: “Yes” is nothing without “How.” So keep asking “How?”
Chris Voss Quote: “Remember, never be so sure of what you want that you wouldn’t take something better. Once you’ve got flexibility in the forefront of your mind you come into a negotiation with a winning mindset.”
Chris Voss Quote: “Negotiation serves two distinct, vital life functions – information gathering and behavior influencing – and includes almost any interaction where each party wants something from the other side.”
Chris Voss Quote: “He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.”
Chris Voss Quote: “This is listening as a martial art, balancing the subtle behaviors of emotional intelligence and the assertive skills of influence, to gain access to the mind of another person. Contrary to popular opinion, listening is not a passive activity. It is the most active thing you can do. Once.”
Chris Voss Quote: “Tactical Empathy. This is listening as a martial art, balancing the subtle behaviors of emotional intelligence and the assertive skills of influence, to gain access to the mind of another person.”
Chris Voss Quote: “Saying “No” gives the speaker the feeling of safety, security, and control. You use a question that prompts a “No” answer, and your counterpart feels that by turning you down he has proved that he’s in the driver’s seat.”
Chris Voss Quote: “Have you given up on this project? The point is that this one-sentence email encapsulates the best of “No”-oriented questions.”
Chris Voss Quote: “Conflict brings out truth, creativity, and resolution.”
Chris Voss Quote: “The last rule of labeling is silence. Once you’ve thrown out a label, be quiet and listen.”
Chris Voss Quote: “There are actually three kinds of “Yes”: Counterfeit, Confirmation, and Commitment.”
Chris Voss Quote: “Hope is not a strategy.”
Chris Voss Quote: “Why are you there? What do you want? What do they want? Why?”
Chris Voss Quote: “Instead ask, “Is now a bad time to talk?” Either you get “Yes, it is a bad time” followed by a good time or a request to go away, or you get “No, it’s not” and total focus.”
Chris Voss Quote: “When we radiate warmth and acceptance, conversations just seem to flow. When we enter a room with a level of comfort and enthusiasm, we attract people toward us.”
Chris Voss Quote: “If you approach a negotiation thinking the other guy thinks like you, you are wrong. That’s not empathy, that’s a projection.”
Chris Voss Quote: “What are we trying to accomplish? How is that worthwhile? What’s the core issue here? How does that affect things? What’s the biggest challenge you face? How does this fit into what the objective is?”
Chris Voss Quote: “Labeling has a special advantage when your counterpart is tense. Exposing negative thoughts to daylight – “It looks like you don’t want to go back to jail” – makes them seem less frightening.”
Chris Voss Quote: “What’s the biggest challenge you faced? What are we up against here? What do you see as being the most difficult thing to get around?”
Chris Voss Quote: “Most people in a negotiation are driven by fear or by the desire to avoid pain. Too few are driven by their actual goals.”
Chris Voss Quote: “Concentrate on the next step because the rope will lead you to the end as long as all the steps are completed.”
Chris Voss Quote: “Deadlines are often arbitrary, almost always flexible, and hardly ever trigger the consequences we think – or are told – they will.”
Chris Voss Quote: “First off, calibrated questions avoid verbs or words like “can,” “is,” “are,” “do,” or “does.” These are closed-ended questions that can be answered with a simple “yes” or a “no.” Instead, they start with a list of words people know as reporter’s questions: “who,” “what,” “when,” “where,” “why,” and “how.” Those words inspire your counterpart to think and then speak expansively.”
Chris Voss Quote: “Psychotherapy research shows that when individuals feel listened to, they tend to listen to themselves more carefully and to openly evaluate and clarify their own thoughts and feelings.”
Chris Voss Quote: “I switched into my Late-Night, FM DJ Voice: deep, soft, slow, and reassuring.”
Chris Voss Quote: “Research shows that the best way to deal with negativity is to observe it, without reaction and without judgment. Then consciously label each negative feeling and replace it with positive, compassionate, and solution-based thoughts. One.”
Chris Voss Quote: “My name is Chris. What’s the Chris discount?”
Chris Voss Quote: “Negotiations with religious fanatics who have delusions of grandeur generally do not go well.”
Chris Voss Quote: “What does a good babysitter sell, really? It’s not child care exactly, but a relaxed evening. A furnace salesperson? Cozy rooms for family time. A locksmith? A feeling of security. Know the emotional drivers and you can frame the benefits of any deal in language that will resonate. BEND.”
Chris Voss Quote: “Don’t be so sure of what you want that you turn down something better.”
Chris Voss Quote: “You’re going to have to embrace regular, thoughtful conflict as the basis of effective negotiation – and of life.”
Chris Voss Quote: “This happens because there are actually three kinds of “Yes”: Commitment, Confirmation, and Counterfeit.”
Chris Voss Quote: “Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.”
Chris Voss Quote: “Saying “No” makes the speaker feel safe, secure, and in control, so trigger it. By saying what they don’t want, your counterpart defines their space and gains the confidence and comfort to listen to you.”
Chris Voss Quote: “The intention behind most mirrors should be “Please, help me understand.” Every time you mirror someone, they will reword what they’ve said. They will never say it exactly the same way they said it the first time. Ask.”
Chris Voss Quote: “When he spoke again, the kidnapper seemed shell-shocked. But he went on. His next offer was lower, $10,000. Then we had the nephew answer with a strange number that seemed to come from deep calculation of what his aunt’s life was worth: $4,751. His new price? $7,500. In response, we had the cousin “spontaneously” say he’d throw in a new portable CD stereo and repeated the $4,751. The kidnappers, who didn’t really want the CD stereo felt there was no more money to be had, said yes.”
Chris Voss Quote: “Though the intensity may differ from person to person, you can be sure that everyone you meet is driven by two primal urges: the need to feel safe and secure, and the need to feel in control. If you satisfy those drives, you’re in the door.”
Chris Voss Quote: “Kahneman later codified his research in the 2011 bestseller Thinking, Fast and Slow.3 Man, he wrote, has two systems of thought: System 1, our animal mind, is fast, instinctive, and emotional; System 2 is slow, deliberative, and logical. And System 1 is far more influential. In fact, it guides and steers our rational thoughts.”
Chris Voss Quote: “Labeling is a way of validating someone’s emotion by acknowledging it.”
Chris Voss Quote: “Why” is always an accusation, in any language.”
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