Chris Voss
32 statements across 1 episodes · 15 bullish · 5 bearish · 1 people on the record · first statement Jan 3, 2018 by Chris Voss · across every show →
On the record as a speaker too: Chris Voss's record, appearances and statements → this page counts the times other people say the name.
Everything said about Chris Voss, oldest first
Jan 3, 2018 negative
Voss: High anchoring harms collaboration and leaves money on the table
“In, in practice, that interferes with collaboration if you anchor high. It's basically a, it's starting out by not telling a truth it's defining it as a win-lose scenario And it's also taken, it's taken a risk of leaving a tremendous amount of money on the tab…”
Jan 3, 2018
Jan 3, 2018 positive
Jan 3, 2018 positive
Jan 3, 2018 negative
Chris Voss: Believing you need a BATNA takes yourself hostage
“If you, if you're, if you believe you have to have a BATNA to negotiate, Then you've immediately taken yourself hostage, and you're done. You say, oh my god, the other side has all the leverage and the power. I've got no legitimate BATNA. You know, we're hosta…”
Jan 3, 2018
Jan 3, 2018 positive
Voss: Genuine curiosity about counterparties functions as an emotional control hack
“If I'm really focused on what emotions are driving you, there's an instant compartmentalization that takes place where my negativity is no longer going to get in my way. I mean, just, in, in genuine curiosity is a hack for emotional control.”
Jan 3, 2018 positive
Chris Voss: Every negotiator, including business sociopaths, is driven by loss aversion
“Everybody's driven by loss. You know, our sociopaths, which there's no shortage of them functioning in the business world. They're self-interested. They have desires. They're driven by loss, loss aversion. There's no getting around that.”
Jan 3, 2018 negative
Chris Voss: 'Getting to Yes' fails because humans make decisions emotionally
“Getting to yes is intellectually sound. There's nothing intellectually to be challenged on getting to yes. And unfortunately, that does you no good as soon as you involve human beings because none of us are intellectually sound.”
Jan 3, 2018 positive
Jan 3, 2018
Jan 3, 2018 positive
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Jan 3, 2018 negative
Jan 3, 2018 positive
Jan 3, 2018
Voss: Childhood programming provides the core code driving adult behavior
“I think everybody's got two lines of code, somewhere deep down inside. Somebody said something to everybody when we were little kids, that was like our two line of, two lines of magic code in there, and figuring out what that code is, those two lines, is what …”
Jan 3, 2018
Jan 3, 2018 positive
Jan 3, 2018 positive
Voss: Letting the other side speak first speeds up negotiations
“You know, seek first to understand, then be understood is a mercenary's tool. I mean, if you want to get to an out, if you want to get to your outcome faster, Let the other side go first. It'll take a lot less time. You don't waste time spinning your wheels, o…”
Jan 3, 2018 negative
Chris Voss: BATNA is a horrible negotiation strategy that leaves money on the table
“An intellectually brilliant idea in practice, a horrible idea... Here's, here's the problem with Batman. That becomes your goal, and so therefore, if you say to yourself, and the vast majority of people who calculate their BATNA, you know, as long as I do bett…”
Jan 3, 2018 positive
Jan 3, 2018
Jan 3, 2018 positive
Jan 3, 2018
Voss: Any Interaction Involving Desire or Agreement Is a Negotiation
“The most dangerous negotiation is the one you don't know you're in. So first of all, anytime the word yes is in your, is in the air, somebody's trying to get a yes out of somebody or something, you're in a negotiation. Or if I want is in your brain you're in a…”
Jan 3, 2018 positive
Jan 3, 2018 positive
Jan 3, 2018 positive
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Jan 3, 2018 neutral
Jan 3, 2018
Jan 3, 2018 positive
Voss: Observational labels bypass cognitive barriers better than direct questions
“If I ask you a question, it has a tendency to get you to stop and think and contemplate and formulate an answer. If I just use a label, it seems like you've got something on your mind. There's something about that that instead of you formulating an answer, it …”
Jan 3, 2018
Voss: People split evenly into fight, flight, or accommodate communication types
“If you think of, and the world breaks up in a, pretty much evenly into thirds. It's from our caveman days. It's fight, flight, make friends, response to threat. We either fight it, we run from it, or we make friends with it. And the world really does pretty ev…”