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.
Hug and kiss whoever helped get you - financially, mentally, morally, emotionally - to this day. Parents, mentors, friends, teachers. If you're too uptight to do that, at least do the old handshake thing, but I recommend a hug and a kiss. Don't let the sun go down without saying thank you to someone, and without admitting to yourself that absolutely no one gets this far alone.
There may be good, but there are no pleasant marriages.
Seek the ones who never stop caring, who break down your walls, and help you come back to yourself
The colored people of this country know and understand the white people better than the white people know and understand them.
We do not covet anything from any nation except their respect.
If you're black in America, race is a factor in your life. Start with that assumption.
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