Chris Voss: How to Get Anyone to Say Yes

Chris, let's talk to that person who's maybe trying to negotiate a pay rise right now or a job offers come their way and they want to ask for more money.

What practical advice could you give them to get their way? All

right.

So your salary pays your bills.

It doesn't build your career.

So the real negotiation is how do you start building in terms that build your career?

Mm-hmm.

Then salary comes along with it.

Like, you could have a great salary and get fired next year

and

not get promoted

because

you haven't really worked on your career.

Salary is a term.

Now, the first thing you got to do to negotiate is remove yourself as a threat.

Realize the harsh, brutal truth of the situation.

which is there's three sides to every story, my side, your side, and the truth.

The other side's version of you asking for a raise is, I want more money and I want to work the same amount.

If you come to me and ask me for a raise, that's what you've just said to me.

I want to do the same job, I just want to get paid more for it.

That's my perspective.

I'm going to be like, all right, even if you were worth it, Like, whose salary do you want me to cut to pay for your

raise?

So recast yourself instead of being selfish as a team player.

And there's a magic question that is transformative in the moment.