Chris Voss

Ask the right questions to guide the negotiation.

From Never Split the Difference

He who has the most information wins.

From Never Split the Difference

Effective negotiation is about getting what you want while making the other side feel good.

From Never Split the Difference

You can't just listen to the words; you have to listen to the whole person.

From Never Split the Difference

Labeling is a way to validate someone’s emotions.

From Never Split the Difference

Tactical empathy is understanding the perspective of your counterpart.

From Never Split the Difference

When you’re negotiating, you’re never just negotiating the deal; you’re negotiating your relationship.

From Never Split the Difference

Fear is the ultimate motivator.

From Never Split the Difference

Fear is the greatest motivator.

From Never Split the Difference

You have to be a little bit crazy to be a negotiator.

From Never Split the Difference