Chris Voss
Chris Voss is a former FBI hostage negotiator and CEO of The Black Swan Group. Renowned for his expertise in negotiation, he authored the bestselling book "Never Split the Difference," which introduces strategies from high-stakes negotiations to everyday life. Voss's approach emphasizes the psychology of communication, making him a sought-after speaker and consultant in business and personal development circles worldwide.
Book summaries for books written by Chris Voss
Quotes
No deal is better than a bad deal.
The late-night FM DJ voice, soft and slow, is one of the most powerful voices you can use in a negotiation.
The last thing you want to do in a negotiation is say yes to something and then have to backpedal.
Your goal is to identify black swans - the pieces of information that could change everything.
The real magic is the ability to extract and identify the emotions that someone is feeling.
Tactical empathy is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings.
The two words 'That's right' have literally stopped people in their tracks and defused a fight.
The first step in any negotiation is to capture someone's attention.
The person who's asking the questions is always in control.
The most dangerous negotiation is the one you don't know you're in.
The secret to gaining the upper hand in a negotiation is giving the other side the illusion of control.
Never be so sure of what you want that you wouldn't take something better.