Home / Authors / Chris Voss

Chris Voss Quotes

Author

Browse famous quotes by Chris Voss.

Filter quotes by topic

All Negotiation Empathy Psychology Boundary Relationship Withstand Acceptance Accuse Anchor Bend Bond Collaborative Confuse Defense Deflect Empathetic Fear Hidden Agenda Hurt Indecisive

Famous Chris Voss Quotes

“…without the acceptance that we are all crazy, irrational, impulsive, emotionally driven animals, all the raw intelligence and mathematical logic in the world is little help in the fraught, shifting interplay of two people negotiating...”

Fear Acceptance Empathy

Book:Never Split the Difference: Negotiating As If Your Life Depended On It

Source: Never Split the Difference: Negotiating As If Your Life Depended On It

“In one brain imaging study, psychology professor Matthew Lieberman of the University of California, Los Angeles, found that when people are shown photos of faces expressing strong emotion, the brain shows greater activity in the amygdala, the part that generates fear. But when they are asked to label the emotion, the activity moves to the areas that govern rational thinking. In other words, labeling an emotion—applying rational words to a fear—disrupts its raw intensity.”

Psychology Empathy Negotiation

Book:Never Split the Difference: Negotiating As If Your Life Depended On It

Source: Never Split the Difference: Negotiating As If Your Life Depended On It

“[Empathy] is not about being nice or agreeing with the other side. It's about understanding them. Empathy helps us learn the position the enemy is in, why their actions make sense (to them), and what might move them. As negotiators we use empathy because it works.”

Psychology Empathy Negotiation

Book:Never Split the Difference: Negotiating As If Your Life Depended On It

Source: Never Split the Difference: Negotiating As If Your Life Depended On It