Phrase by 'Christopher Voss'
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Successful negotiation is not about getting to 'yes'; it's about mastering 'no' and understanding what the path to an agreement is.
Author: Christopher Voss - American BusinessmanUnderstanding , Path , Yes , Negotiation
Body language and tone of voice - not words - are our most powerful assessment tools.
Author: Christopher Voss - American BusinessmanWords , Language , Body , Voice
Emotions are one of the main things that derail communication. Once people get upset at one another, rational thinking goes out of the window.
Author: Christopher Voss - American BusinessmanPeople , Thinking , Window , Communication
As a negotiator, you should strive for a reputation of being fair. Your reputation precedes you. Let it precede you in a way that paves success.
Author: Christopher Voss - American BusinessmanYou , Way , Success , Reputation
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.
Author: Christopher Voss - American BusinessmanYou , Energy , Control , Illusion
Salary negotiations shouldn't be limited to just salary. Salary pays your mortgage, but terms build your career.
Author: Christopher Voss - American BusinessmanYour , Career , Build , Salary
Price doesn't make deals, and salary doesn't control your career.
Author: Christopher Voss - American BusinessmanYour , Control , Price , Salary
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.
Author: Christopher Voss - American BusinessmanYou , Art , Way , Chance
The No. 1 rule in any negotiation is don't take yourself hostage. People do this to themselves all the time by being desperate for 'yes' or afraid of 'no,' so they don't ask for what they really want. Instead, they ask for what they can realistically get. I've heard many people say, 'Well, that's a non-starter, so we won't even bring it up.'
Author: Christopher Voss - American BusinessmanYourself , People , Time , People Say
Emotions aren't the obstacles to a successful negotiation; they are the means.
Author: Christopher Voss - American BusinessmanEmotions , Obstacles , Means , Negotiation
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