Emotions aren't the obstacles to a successful negotiation; they are the means.
Interpretation
Emotions play a crucial role in negotiations, serving as a tool for achieving success rather than hindrance.
In the context of negotiation, emotions are often viewed as a negative factor that can cloud judgment and derail discussions. However, Christopher Voss argues that emotions are essential for building connection, understanding, and ultimately facilitating a successful outcome. By acknowledging and harnessing emotions, negotiators can navigate the complexities of human interaction to achieve their objectives.
In practice
A business professional might use this quote during a training session on negotiation tactics.
When you expect to get into a negotiation, you expect to be faced by a guy that's going to attack you, a guy or gal that's going to attack or that they're going to try to get the best of you. Two-thirds of us, that makes us very defensive.
Price doesn't make deals, and salary doesn't control your career.
There are three kinds of yeses. There's commitment, confirmation, and counterfeit. People are most used to giving the counterfeit yes because they've been trapped by the confirmation yes so many times. So the way you master no is understanding what really happens when somebody says 'no.' When yes is commitment, no is protection.
The sweetest two words in any negotiation are actually, 'That's right.' Before you convince them to see what you're trying to accomplish, you have to say the things to them that will get them to say, 'That's right.'
The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try to force your opponent to admit that you are right. Ask questions, that begin with 'How?' or 'What?' so your opponent uses mental energy to figure out the answer.
Very few negotiations are begun and concluded in the same sitting. It's really rare. In fact, If you sit down and actually complete your negotiation in one sitting, you left stuff on the table.
For most women, the language of conversation is primarily a language of rapport: a way of establishing connections and negotiating relationships.
Just as love blinds us to imperfections in others, it magnifies those we see in ourselves. But if this is true, then the opposite must also be the case. We can take comfort in the fact that our faults will be invisible to those who love us. The success or failure of any relationship depends not just on how we feel about each other, but on how we make each other feel about ourselves.
Men are April when they woo, December when they wed.
Every now and then she looked around for tangible evidence of his having ever been there. Where were the butterflies? the blueberries? the whistling reed? She could find nothing, for he had left nothing but his stunning absence.
Many families remain for years in the same place, though both husband and wife are sick of it, simply because there is neither complete division nor agreement between them.
The intense happiness of our union is derived in a high degree from the perfect freedom with which we each follow and declare our own impressions.
Subscribe for the occasional hand-picked quote. No noise.