negotiation

“While many of us think about a negotiation as an exchange of statements, Chris Voss explains that it's much more powerful to ask open-ended questions and let the other side go first. This allows you to gain access to the other person's mind, which is crucial i…”

“The discipline of listening, I have come both through the podcast and through experience to realize there is sort of a body of knowledge, just like, you know, if you take algebra, you need to learn certain principles to understand how to do algebra. Listening …”

“All these useful things that would be probably good to have in a personality for a negotiator will pale in comparison to what she has, which is so clear. Massive information advantage.”

“And the problem with that is your decision will put a number on it. In other words, if you accept the deal, I guess it was good enough. And if you walk away, it wasn't good enough. And so your actions imply a price. On your values.”

“What's really great about the contingent agreement is it can cool the emotions thusly. We don't have to fight about the future. We just agree on what happens if you're right, and we agree on what happens if I'm right, and if you structure the contract sensibly…”

“You don't want to be thinking about your value of commutes or relationships while a person has his hand extended to you. That's the worst time to be putting a value on your relationships because you'll either pay too much or even worse, too little.”

“I see two that ironically young, inexperienced negotiators don't walk away enough.”

“What's bad about money in a negotiation, you have to deal with money. You have to talk about it. It's the thing. But what's bad about focusing on it first is it's a win-lose. What I mean is it's valuable to both of us.”

“The cheesy descriptor of it is, I like to say, sell the deal makers, not the deal breakers. In other words, you don't say, give me EVP or I'm not coming, Ted. There's always some bargaining zone where there's the high ended and the low end of it. And people of…”

“So what I often say is walk away, but when you do, you have to pave a path for graceful reentry.”

“People, when they're planning, they plan for everything to go right, and what you gotta do is kind of unpack all the ways this could go longer than you think. The last minute is many nights before, so when you prepare for your negotiation person, That's why yo…”

“There's no way around the fact that negotiations is a perishable skill. There just isn't. And anybody, if you're not working at your communication skills, you're keeping your emotional intelligence up, it goes dormant. It doesn't go away. But it does go dorman…”

“When you're saying no to one of four things. You're saying no to either the terms, the price, the behavior, or the person.”

“Building strong relationships with the folks on the other side of the table. So getting to know them, breaking bread with them, building the goodwill that you knew you were going to need when it got down to the finer points that were going to be the toughest, …”

“When you're stuck and it's getting heated, the strategic pause is helpful. And you're actually just taking a break because it's no longer progressing. It's stuck and you got to shift the energy.”

“So I think the idea is if we go in and as our primary goal, say, I just, I really want to understand how you see the world and I want to help you understand how I see the world. And the secondary concern is persuasion. The secondary concern is winning the conv…”