Emotions are one of the main things that derail communication. Once people get upset at one another, rational thinking goes out of the window.
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Other Quotes by "Christopher Voss"

Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance to put stuff on the table voluntarily.
Tags: chance, way, you, art
Salary negotiations are particularly important because people are testing you as both a co-worker and an ambassador. They really don't want you to be a pushover, and they don't want you to be a jerk.
Tags: want, important, people, you
As a negotiator, you should strive for a reputation of being fair. Your reputation precedes you. Let it precede you in a way that paves success.
Tags: reputation, way, you, success
'Fair' is, like, this incredibly overused term in negotiations: 'I just want what's fair.' 'What's the fair market price?'
Tags: just, price, want, like
In reality, every single negotiation involves another commodity that's far more important to us, which is time - minutes, hours, our investment in time. So even if you're talking about dollars, the commodity of time is always there because there has to be a discussion about how the commodity of dollars is moved.
Tags: always, reality, time, you
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