Christopher Voss Zitate auf Englisch

Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance to put stuff on the table voluntarily.

Christopher Voss

Most people offer obvious telltale signs when they're lying.

Christopher Voss

The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try to force your opponent to admit that you are right. Ask questions, that begin with 'How?' or 'What?' so your opponent uses mental energy to figure out the answer.

Christopher Voss

Emotions are one of the main things that derail communication. Once people get upset at one another, rational thinking goes out of the window.

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.

Christopher Voss

Since retiring from the FBI in 2007, I've traveled the world and worked with everyone from CEOs to their managers and everyday workers on how to apply techniques from hundreds of high-stakes, life-or-death negotiations to business negotiations.

Christopher Voss

There are three kinds of yeses. There's commitment, confirmation, and counterfeit. People are most used to giving the counterfeit yes because they've been trapped by the confirmation yes so many times. So the way you master no is understanding what really happens when somebody says 'no.' When yes is commitment, no is protection.

Christopher Voss

What you want to do is put people in a position where they feel connected enough to you that they're willing to collaborate with you; they're willing to show you the things that they were scared to tell you about before.

Christopher Voss

Mirroring is simply repeating what someone just said. It creates more reception from the other side, it focuses attention, and it gives them an opportunity to dial in more with you and you to dial in more with them. It causes an almost completely unconscious response for the person to want to go on.

Christopher Voss

How you use your voice is really important, and it's really driven by context more than anything else, and your tone of voice will immediately begin to impact somebody's mood and immediately how their brain functions.

Christopher Voss

The sooner you cut off negotiations with someone you shouldn't be dealing with, it gives you the chance to move on to a more profitable deal.

Christopher Voss

The first and best way to say 'no' to anyone is, 'How am I supposed to do that?' Now the other side actually has no idea as to the number of things you've done with them at the same time. You conveyed to them you have a problem.

Christopher Voss

I wanted to be a hostage negotiator.

Christopher Voss

Every job that you take, the term that you should always include is, 'How can I be involved in the strategic projects that are critical to the future of the company?' You ask that question. It's a great 'how' question.

Christopher Voss

If you're going to play the bargaining game, you just need to make the other side mad. You want them to get a little annoyed. Then you know that you've come in with a good price.

Christopher Voss

The 'Rule of Three' is simply getting the other guy to agree to the same thing three times in the same conversation, it's really hard to repeatedly lie or fake conviction.

Christopher Voss

Remember Robin Williams's great work as the voice of the genie in Disney's 'Aladdin'? Because he wanted to leave something wonderful behind for his kids, he said, he did the voice for a cut-rate fee of $75,000, far below his usual $8 million payday. But then something happened: The movie became a huge hit, raking in $504 million.

Christopher Voss

Salary negotiations are particularly important because people are testing you as both a co-worker and an ambassador. They really don't want you to be a pushover, and they don't want you to be a jerk.

Christopher Voss

The most dangerous negotiation is the one you don't know you're in.

Christopher Voss

In reality, every single negotiation involves another commodity that's far more important to us, which is time - minutes, hours, our investment in time. So even if you're talking about dollars, the commodity of time is always there because there has to be a discussion about how the commodity of dollars is moved.

Christopher Voss

What I really think of myself as is a person who's great at negotiation coaching and consulting.

Christopher Voss

In my years as the FBI's lead international kidnapping negotiator, I learned an important fundamental lesson: Hostage negotiation is often nothing more than a business transaction.

Christopher Voss

There is great power in deference. Deference works with everybody.

Christopher Voss

I was on the SWAT team in the FBI, and I had always wanted to be in SWAT.

Christopher Voss

There are a lot of negotiators that really will give in on a deal because being understood is more important than getting what they want. And there's a particular type in particular, the assertive negotiator: being understood is actually more important to them than actually making the deal.

Christopher Voss