Christopher Voss

People who are lying are, understandably, more worried about being believed, so they work harder - too hard, as it were - at being believable.

Salary negotiations are particularly important because people are testing you as both a co-worker and an ambassador. They really don't want you to be a pushover, and they don't want you to be a jerk.

As a negotiator, you should strive for a reputation of being fair. Your reputation precedes you. Let it precede you in a way that paves success.

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.

Fair' is, like, this incredibly overused term in negotiations: 'I just want what's fair.' 'What's the fair market price?'

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.

What drives you? What's your motivation? That's not emotion. That's passion. It's a different word.

There's great power in deference. You ask somebody 'what' or 'how' questions. People love to be asked how to do something. They feel powerful, and from a deferential position, you've actually granted that power, and you're the one that now actually has the upper hand in the conversation.

You're supposed to have a passionate purpose as a CEO.

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.

In Syria, for some time, they have been trading hostages for a number of things: for weapons, for money, for political influence, and for favors.

The moment you've convinced someone that you truly understand her dreams and feelings, mental and behavioral change becomes possible, and the foundation for a breakthrough has been laid.