Chris Voss Quotes


 
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Best 31 Quotes by Chris Voss – Page 1 of 2

Never Split the Difference Quotes

“1.​ Set your target price (your goal).
2. ​Set your first offer at 65 percent of your target price.
3. ​Calculate three raises of decreasing increments (to 85, 95, and 100 percent).
4. ​Use lots of empathy and different ways of saying 'No' to get the other side to counter before you increase your offer.
5. ​When calculating the final amount, use precise, non-round numbers like, say, $37,893 rather than $38,000. It gives the number credibility and weight.
6.​ On your final number, throw in a non-monetary item (that they probably don’t want) to show you’re at your limit. The genius of this system is that it incorporates the psychological tactics we’ve discussed – reciprocity, extreme anchors, loss aversion, and so on – without you needing to think about them.”

Never Split the Difference

“A deal is nothing without good implementation. Poor implementation is the cancer that eats your profits.”

Never Split the Difference

“A successful hostage negotiator has to get everything he asks for, without giving anything back of substance, and do so in a way that leaves the adversaries feeling as if they have a great relationship. His work is emotional intelligence on steroids.”

Never Split the Difference

“A surprisingly high percentage of negotiations hinge on something outside dollars and cents, often having more to do with self-esteem, status, and other non-financial needs.”

Never Split the Difference

“A trap into which many fall is to take what other people say literally. I started to see that while people played the game of conversation, it was in the game beneath the game, where few played, that all the leverage lived.”

Never Split the Difference

“A woman wants her husband to wear black shoes with his suit. But her husband doesn’t want to; he prefers brown shoes. So what do they do? They compromise, they meet halfway. And, you guessed it, he wears one black and one brown shoe. Is this the best outcome? No! In fact, that’s the worst possible outcome. Either of the two other outcomes — black or brown — would be better than the compromise. Next time you want to compromise, remind yourself of those mismatched shoes.”

Never Split the Difference

“After all, kidnappers are just businessmen trying to get the best price.”

Never Split the Difference

“Aggressive confrontation is the enemy of constructive negotiation.”

Never Split the Difference

“All negotiations are defined by a network of subterranean desires and needs. Don’t let yourself be fooled by the surface. Once you know that the Haitian kidnappers just want party money, you will be miles better prepared.”

Never Split the Difference

“Analysts are methodical and diligent. They are not in a big rush. Instead, they believe that as long as they are working toward the best result in a thorough and systematic way, time is of little consequence. Their self-image is linked to minimizing mistakes. Their motto: As much time as it takes to get it right.”

Never Split the Difference

“Analysts hate surprises.”

Never Split the Difference

“As a negotiator you should always be aware of which side, at any given moment, feels they have the most to lose if negotiations collapse.”

Never Split the Difference

“Ask calibrated questions that start with the words 'How' or 'What'. By implicitly asking the other party for help, these questions will give your counterpart an illusion of control and will inspire them to speak at length, revealing important information.

​Don’t ask questions that start with 'Why' unless you want your counterpart to defend a goal that serves you. 'Why' is always an accusation, in any language.

​Calibrate your questions to point your counterpart toward solving your problem. This will encourage them to expend their energy on devising a solution.”

Never Split the Difference

“Approaching deadlines entice people to rush the negotiating process and do impulsive things that are against their best interests.”

Never Split the Difference

“People will take more risks to avoid a loss than to realize a gain. Make sure your counterpart sees that there is something to lose by inaction.”

Never Split the Difference

“Splitting the difference is wearing one black and one brown shoe, so don’t compromise. Meeting halfway often leads to bad deals for both sides.”

Never Split the Difference

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“Users who continually find value in a product are more likely to tell their friends about it.”


More quotes by Nir Eyal

“The F-word — 'Fair' — is an emotional term people usually exploit to put the other side on the defensive and gain concessions. When your counterpart drops the F-bomb, don’t get suckered into a concession. Instead, ask them to explain how you’re mistreating them.”

Never Split the Difference

“You can bend your counterpart’s reality by anchoring his starting point. Before you make an offer, emotionally anchor them by saying how bad it will be. When you get to numbers, set an extreme anchor to make your 'real' offer seem reasonable, or use a range to seem less aggressive. The real value of anything depends on what vantage point you’re looking at it from.”

Never Split the Difference

“Being right isn’t the key to a successful negotiation – having the right mindset is.”

Never Split the Difference

“Bite your tongue. When you’re attacked in a negotiation, pause and avoid angry emotional reactions.”

Never Split the Difference

“Black Swan theory tells us that things happen that were previously thought to be impossible – or never thought of at all.”

Never Split the Difference

“He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.”

Never Split the Difference

“Minimal Encouragers: Besides silence, we instructed using simple phrases, such as 'Yes', 'OK', 'Uh-huh', or 'I see'.”

Never Split the Difference

“No communication is always a bad sign.”

Never Split the Difference

“Once I’d anchored their emotions in a minefield of low expectations, I played on their loss aversion.”

Never Split the Difference

“The key to getting people to see things your way is not to confront them on their ideas ('You can’t leave') but to acknowledge their ideas openly ('I understand why you’re pissed off') and then guide them toward solving the problem ('What do you hope to accomplish by leaving?').”

Never Split the Difference

“The secret to gaining the upper hand in a negotiation is giving the other side the illusion of control.”

Never Split the Difference

“The sweetest two words in any negotiation are actually: That’s right.”

Never Split the Difference

“They discovered that people who paid the most attention — good listeners — could actually anticipate what the speaker was about to say before he said it.”

Never Split the Difference

“When you are verbally assaulted, do not counterattack. Instead, disarm your counterpart by asking a calibrated question.”

Never Split the Difference

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“The truth—that love is the ultimate and the highest goal to which man can aspire…The salvation of man is through love and in love.”


More quotes by Viktor Frankl

 
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