He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.Chris Voss
No deal is better than a bad deal.Chris Voss
Compromise is often a bad deal.Chris Voss
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.Chris Voss
The fastest way to get someone else to go to war with you is to embarrass them.Chris Voss
Don’t just pay attention to the people you’re dealing with, pay attention to the situation.Chris Voss
Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.Chris Voss
You can’t feel scared and curious at the same time.Chris Voss
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
Negotiation is almost entirely about discipline: your discipline more than the discipline of the other guy.Chris Voss
To quiet the voices in your head, make your sole and all-encompassing focus the other person and what they have to say.Chris Voss
In this world, you get what you ask for; you just have to ask correctly.Chris Voss