Part 2/8:
Voss emphasizes that negotiation is often mischaracterized as a conflict or confrontation, leading many to avoid it. For most people, negotiations can feel awkward and combative, which deters them from speaking up, whether it’s about a salary, a relationship issue, or even a simple transactional negotiation like billing disputes.
His philosophy transforms the notion of negotiation from a win-lose scenario to one of collaboration. He often cites successful negotiators like Oprah Winfrey and Warren Buffett, both of whom embody the spirit of collaboration instead of confrontation in their dealings. Voss redefines negotiation as a journey towards mutual satisfaction, thus encouraging a more positive view of what can often appear as a hostile process.