What you want to do is put people in a position where they feel connected enough to you that they're willing to collaborate with you; they're willing to show you the things that they were scared to tell you about before.
Interpretation
The quote emphasizes the importance of building trust and connection for effective collaboration.
In this quote, Christopher Voss articulates the necessity of fostering strong emotional connections with others to enhance collaboration and communication. By creating an environment where people feel safe and understood, they are more likely to open up and share their vulnerabilities, enabling deeper collaboration and more effective teamwork.
In practice
In a team meeting to encourage open discussion about project feedback.
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.
There is no pain on this earth like seeing the same woman look at another man the way she once looked at you.
A married woman has the same natural right to acquire and hold property, and to make all contracts that she is mentally competent to make reasonably, as has a married man, or any other man.
It was sad, the imbalance of it all. Why do kids assume so much from one parent and hold the other to a lower, looser standard?
The general impression is that fifteen year-old Dolly remains morbidly uninterested in sexual matters, or to be exact, represses her curiosity in order to save her ignorance and self-dignity.
Communities of color don't understand what it means to be a police officer, the fear that police officers have in just being on the streets.
Any racial reconciliation we've had in this country has come not out of confrontation but out of a spirit of reconciliation. If we continue to practice an eye for an eye and a tooth for a tooth, we'll eventually end up with a land of people who are blind and toothless.
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