Laura Stapleton

“Put a smile on your face. When people are in a positive frame of mind, they think more quickly, and are more likely to collaborate and problem-solve (instead of fight and resist). Positivity creates mental agility in both you and your counterpart.”
― Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It

“Don’t commit to assumptions; instead, view them as hypotheses and use the negotiation to test them rigorously.”
― Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It

“When people are in a positive frame of mind, they think more quickly, and are more likely to collaborate and problem-solve (instead of fight and resist). It applies to the smile-er as much as to the smile-ee: a smile on your face, and in your voice, will increase your own mental agility.”
― Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It

“People who view negotiation as a battle of arguments become overwhelmed by the voices in their head. Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.”
― Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It