Laura Stapleton

“■​A good negotiator prepares, going in, to be ready for possible surprises; a great negotiator aims to use her skills to reveal the surprises she is certain to find.”
― 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

“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

“Mirroring, also called isopraxism, is essentially imitation. It’s another neurobehavior humans (and other animals) display in which we copy each other to comfort each other. It can be done with speech patterns, body language, vocabulary, tempo, and tone of voice. It’s generally an unconscious behavior—we are rarely aware of it when it’s happening—but it’s a sign that people are bonding, in sync, and establishing the kind of rapport that leads to trust.”
― Chris Voss, Never Split the Difference: Negotiating as if Your Life Depended on It