Salary negotiations shouldn’t be limited to just salary. Salary pays your mortgage, but terms build your career. Christopher Voss Read Quote
In my years as the FBI’s lead international kidnapping negotiator, I learned an important fundamental lesson: Hostage negotiation is often nothing more than a business transaction. Christopher Voss Read Quote
Since retiring from the FBI in 2007, I’ve traveled the world and worked with everyone from CEOs to their managers and everyday workers on how to apply techniques from hundreds of high-stakes, life-or-death negotiations to business negotiations. Christopher Voss Read Quote
When it comes to salary negotiation, don’t forget that salary is only one term of employment. What else is on the table – vacation time, benefits, bonuses, flex days? Before determining that these terms are ‘must-haves’ or ‘giveaways’ to get a bigger salary, find out what the counterpart has to offer. Christopher Voss Read Quote
The best messages in any given negotiation are really implied indirectly, come to the other person based on thinking that you’re getting them to do – getting them to get some really solid thought behind their answers. And so a great thing to send someone in an email is, ‘Have you given up on this project?’ Christopher Voss Read Quote
There are a lot of negotiators that really will give in on a deal because being understood is more important than getting what they want. And there’s a particular type in particular, the assertive negotiator: being understood is actually more important to them than actually making the deal. Christopher Voss Read Quote
The first and best way to say ‘no’ to anyone is, ‘How am I supposed to do that?’ Now the other side actually has no idea as to the number of things you’ve done with them at the same time. You conveyed to them you have a problem. Christopher Voss Read Quote
Fair’ is, like, this incredibly overused term in negotiations: ‘I just want what’s fair.’ ‘What’s the fair market price?’ Christopher Voss Read Quote
What you want to do is put people in a position where they feel connected enough to you that they’re willing to collaborate with you; they’re willing to show you the things that they were scared to tell you about before. Christopher Voss Read Quote
