Price doesn't make deals, and salary doesn't control your career.
Interpretation
Your worth is determined by your skills and decisions, not just by your pay or negotiations.
Christopher Voss emphasizes the idea that true career advancement and value come from one's abilities, choices, and negotiation skills rather than merely from financial compensation or titles. This quote serves as a reminder to focus on self-improvement and the quality of one's work instead of relying solely on offers and salaries.
In practice
In a motivational speech about career growth.
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.
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.
The most dangerous negotiation is the one you don't know you're in.
Let's pretend my career in music is a bell. Whether you like my music or not is up to you. But you've got to admit I rang that bell pretty hard and pretty often.
There's a lot of blood, sweat, and guts between dreams and success.
Winning is habit. Unfortunately, so is losing.
It's important to learn from your mistakes, but it is BETTER to learn from other people's mistakes, and it is BEST to learn from other people's successes. It accelerates your own success.
Without the element of enjoyment, it is not worth trying to excel at anything.
It is only as we develop others that we permanently succeed.
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