Top 100

Top 180 Chris Voss Quotes (2024 Update)
Page 2 of 4

Chris Voss Quote: “Negotiation as you’ll learn it here is nothing more than communication with results.”
Chris Voss Quote: “This happens because there are actually three kinds of “Yes”: Commitment, Confirmation, and Counterfeit.”
Chris Voss Quote: “The Rule of Three is simply getting the other guy to agree to the same thing three times in the same conversation. It’s tripling the strength of whatever dynamic you’re trying to drill into at the moment. In doing so, it uncovers problems before they happen. It’s really hard to repeatedly lie or fake conviction.”
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: “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: “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: “The language of negotiation is primarily a language of conversation and rapport: a way of quickly establishing relationships and getting people to talk and think together. Which is why when you think of the greatest negotiators of all time, I’ve got a surprise for you – think Oprah Winfrey.”
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: “Labeling is a way of validating someone’s emotion by acknowledging it.”
Chris Voss Quote: “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.”
Chris Voss Quote: “Why” is always an accusation, in any language.”
Chris Voss Quote: “Even something as harsh as “Why did you do it?” can be calibrated to “What caused you to do it?” which takes away the emotion and makes the question less accusatory.”
Chris Voss Quote: “The fastest and most efficient means of establishing a quick working relationship is to acknowledge the negative and diffuse it.”
Chris Voss Quote: “What is the biggest challenge you face?”
Chris Voss Quote: “Why would you ever do business with me? Why would you ever change from your existing supplier? They’re great!”
Chris Voss Quote: “Even changing a single word when you present options – like using “not lose” instead of “keep” – can unconsciously influence the conscious choices your counterpart makes.”
Chris Voss Quote: “The chance for loss incites more risk than the possibility of an equal gain.”
Chris Voss Quote: “The Rule of Three is simply getting the other guy to agree to the same thing three times in the same conversation.”
Chris Voss Quote: “Effective negotiators look for pieces of information, often obliquely revealed, that show what is important to their counterpart: Who is their audience? What signifies status and reputation to them? What most worries them? To find this information, one method is to go outside the negotiating table and speak to a third party that knows your counterpart. The most effective method is to gather it from interactions with your counterpart.”
Chris Voss Quote: “They were the economist Amos Tversky and the psychologist Daniel Kahneman. Together, the two launched the field of behavioral economics – and Kahneman won a Nobel Prize – by showing that man is a very irrational beast. Feeling, they discovered, is a form of thinking.”
Chris Voss Quote: “A few years ago, I stumbled upon the book How to Become a Rainmaker,3 and I like to review it occasionally to refresh my sense of the emotional drivers that fuel decisions. The book does a great job to explain the.”
Chris Voss Quote: “By making your counterparts articulate implementation in their own words, your carefully calibrated “How” questions will convince them that the final solution is their idea. And that’s crucial. People always make more effort to implement a solution when they think it’s theirs. That is simply human nature. That’s why negotiation is often called “the art of letting someone else have your way.”
Chris Voss Quote: “Creative solutions are almost always preceded by some degree of risk, annoyance, confusion, and conflict.”
Chris Voss Quote: “It all starts with the universally applicable premise that people want to be understood and accepted. Listening is the cheapest, yet most effective concession we can make to get there. By listening intensely, a negotiator demonstrates empathy and shows a sincere desire to better understand what the other side is experiencing. Psychotherapy.”
Chris Voss Quote: “No” is often a decision, frequently temporary, to maintain the status quo.”
Chris Voss Quote: “If you want to increase your neural resonance skills, take a moment right now and practice. Turn your attention to someone who’s talking near you, or watch a person being interviewed on TV. As they talk, imagine that you are that person. Visualize yourself in the position they describe and put in as much detail as you can, as if you were actually there.”
Chris Voss Quote: “We employed our tactical empathy by recognizing and then verbalizing the predictable emotions of the situation. We didn’t just put ourselves in the fugitives’ shoes. We spotted their feelings, turned them into words, and then very calmly and respectfully repeated their emotions back to them.”
Chris Voss Quote: “Kevin Dutton says in his book Split-Second Persuasion.”
Chris Voss Quote: “Aggressive confrontation is the enemy of constructive negotiation.”
Chris Voss Quote: “People in close relationships often avoid making their own interests known and instead compromise across the board to avoid being perceived as greedy or self-interested. They fold, they grow bitter, and they grow apart. We’ve all heard of marriages that ended in divorce and the couple never fought.”
Chris Voss Quote: “Sentences like “It seems like you strongly value the fact that you’ve always paid on time” or “It seems like you don’t care what position you are leaving me in” can really open up the negotiation process.”
Chris Voss Quote: “What were needed were simple psychological tactics and strategies that worked in the field to calm people down, establish rapport, gain trust, elicit the verbalization of needs, and persuade the other guy of our empathy. We needed something easy to teach, easy to learn, and easy to execute.”
Chris Voss Quote: “Every negotiation should start with “No.”
Chris Voss Quote: “To successfully gain a hostage’s safe release, a negotiator had to penetrate the hostage-taker’s motives, state of mind, intelligence, and emotional strengths and weaknesses. The negotiator played the role of bully, conciliator, enforcer, savior, confessor, instigator, and.”
Chris Voss Quote: “Then say, “Okay, I apologize. Let’s stop everything and go back to where I started treating you unfairly and we’ll fix it.”
Chris Voss Quote: “It all starts with the universally applicable premise that people want to be understood and accepted.”
Chris Voss Quote: “Mirroring will make you feel awkward as heck when you first try it. That’s the only hard part about it;.”
Chris Voss Quote: “We learned that negotiation was coaxing, not overcoming; co-opting, not defeating. Most important, we learned that successful negotiation involved getting your counterpart to do the work for you and suggest your solution himself. It involved giving him the illusion of control while you, in fact, were the one defining the conversation.”
Chris Voss Quote: “In my short stay I realized that without a deep understanding of human psychology, without the acceptance that we are all crazy, irrational, impulsive, emotionally driven animals, all the raw intelligence and mathematical logic in the world is little help in the fraught, shifting interplay of two people negotiating.”
Chris Voss Quote: “The basic issue here is that when people feel that they are not in control, they adopt what psychologists call a hostage mentality. That is, in moments of conflict they react to their lack of power by either becoming extremely defensive or lashing out.”
Chris Voss Quote: “I’m just asking questions,” I said. “It’s a passive-aggressive approach. I just ask the same three or four open-ended questions over and over and over and over. They get worn out answering and give me everything I want.” Andy jumped in his seat as if he’d been stung by a bee. “Damn!” he said. “That’s what happened. I had no idea.”
Chris Voss Quote: “Great negotiators are able to question the assumptions that the rest of the involved players accept on faith or in arrogance, and thus remain more emotionally open to all possibilities, and more intellectually agile to a fluid situation.”
Chris Voss Quote: “Mnookin, predictably, started fumbling because the frame of the conversation had shifted from how I’d respond to the threat of my son’s murder to how the professor would deal with the logistical issues involved in getting the money. How he would solve my problems. To every threat and demand he made, I continued to ask how I was supposed to pay him and how was I supposed to know that my son was alive.”
Chris Voss Quote: “The implication of any well-designed calibrated question is that you want what the other guy wants but you need his intelligence to overcome the problem. This really appeals to very aggressive or egotistical counterparts. You’ve not only implicitly asked for help – triggering goodwill and less defensiveness – but you’ve engineered a situation in which your formerly recalcitrant counterpart is now using his mental and emotional resources to overcome your challenges.”
Chris Voss Quote: “Ka-ching! Notice.”
Chris Voss Quote: “Another simple rule is, when you are verbally assaulted, do not counterattack. Instead, disarm your counterpart by asking a calibrated question.”
Chris Voss Quote: “I’d love to help,” she said, “but how am I supposed to do that?”
Chris Voss Quote: “Every case is new. We must let what we know – our known knowns – guide us but not blind us to what we do not know; we must remain flexible and adaptable to any situation; we must always retain a beginner’s mind; and we must never overvalue our experience or undervalue the informational and emotional realities served up moment by moment in whatever situation we face.”
Chris Voss Quote: “It comes down to the deep and universal human need for autonomy. People need to feel in control.”
Chris Voss Quote: “In theory, leverage is the ability to inflict loss and withhold gain. Where does your counterpart want to gain and what do they fear losing?”
PREV 1 2 3 4 NEXT
Motivational Quotes
Inspirational Entrepreneurship Quotes
Positive Quotes
Albert Einstein Quotes
Startup Quotes
Steve Jobs Quotes
Success Quotes
Inspirational Quotes
Courage Quotes
Life Quotes
Swami Vivekananda Quotes
Focus Quotes

Beautiful Wallpapers and Images

We hope you enjoyed our collection of 180 free pictures with Chris Voss Quotes.

All of the images on this page were created with QuoteFancy Studio.

Use QuoteFancy Studio to create high-quality images for your desktop backgrounds, blog posts, presentations, social media, videos, posters and more.

Learn more