Phrase by 'Christopher Voss'
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In a job negotiation, the implementation of that deal is your success that also causes the company to succeed.
Author: Christopher Voss - American BusinessmanJob , Success , Company , Succeed
The moment you've convinced someone that you truly understand her dreams and feelings, mental and behavioral change becomes possible, and the foundation for a breakthrough has been laid.
Author: Christopher Voss - American BusinessmanYou , Moment , Dreams , Change
The most dangerous negotiation is the one you don't know you're in.
Author: Christopher Voss - American BusinessmanYou , Know , Dangerous , Negotiation
When it comes to salary negotiation, don't forget that salary is only one term of employment. What else is on the table - vacation time, benefits, bonuses, flex days? Before determining that these terms are 'must-haves' or 'giveaways' to get a bigger salary, find out what the counterpart has to offer.
Author: Christopher Voss - American BusinessmanTime , Forget , Vacation , Salary
The sweetest two words in any negotiation are actually, 'That's right.' Before you convince them to see what you're trying to accomplish, you have to say the things to them that will get them to say, 'That's right.'
Author: Christopher Voss - American BusinessmanYou , See , Words , Trying
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.
Author: Christopher Voss - American BusinessmanYou , Brain , Mood , Voice
There's great power in deference. You ask somebody 'what' or 'how' questions. People love to be asked how to do something. They feel powerful, and from a deferential position, you've actually granted that power, and you're the one that now actually has the upper hand in the conversation.
Author: Christopher Voss - American BusinessmanLove , You , People , Power
If your first objective in the negotiation, instead of making your argument, is to hear the other side out, that's the only way you can quiet the voice in the other guy's mind. But most people don't do that.
Author: Christopher Voss - American BusinessmanYou , People , Mind , Way
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.
Author: Christopher Voss - American BusinessmanYou , Time , Important , Reality
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.
Author: Christopher Voss - American BusinessmanYou , People , Way , Commitment
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