“Our brains are adept at concealing our motives from ourselves, convincing us that we are not as interested in status as we might actually be. This self-deception, paradoxically, enhances our ability to argue our lack of interest in status, which, in turn, can ironically increase our standing within the social group.”

— Will Storr

British journalist and author known for investigative reporting and psychology books

The quote archive

Wisdom in fragments

A growing archive of 3,000+ moments, drawn from every interview.

In the 1960s and 70s, a lot of quantum physicists (probably high on LSD) thought that quantum mechanics could explain the nature of consciousness, and phenomena like ESP. To this day, you have the Deepak Chopras of the world who associate quantum mechanics with spiritualism and all manner of pseudo-science from homeopathy to teleportation.

— Jim Al-Khalili

Theoretical physicist, author, and BBC science communicator known for public engagement

Quantum mechanics is a whole new way of thinking– it says that the world is all by itself as a wave function of the universe, but you can never observe that. You can never observe a wave function directly. There is a complex relationship between what the world is and what you see when you look at it, and that relationship involves the idea that you can never predict precisely what you will see, but you can simply say the probability of what you will see.

— Sean Carroll

Theoretical physicist & podcaster explaining cosmology and philosophy

I feel altogether confident that the historian of the future will estimate the past thirty years as the most extraordinary in the history of the world up to the present... there has been no period at all comparable with it unless it be the period about 300 years ago, which saw the development of Galilean and Newtonian mechanics. This was indeed of incalculable importance for the destinies of the race; the conceptions then introduced are not only the basis of modern material civilization, but they were the cause of a very complete change in man's whole intellectual and spiritual outlook- in his philosophy, his religion, and his morals.

— R. A. Millikan

Physicist who measured electron charge and discovered photoelectric effect

Having negotiation skills means that you can weaponize emotional intelligence. If you want people to cooperate with you… if you want to connect with people who you don't share any common-ground with…. If you want to get a deal done without regrets…. That's where negotiation techniques can work, across all cultures.

— Chris Voss

Former FBI Hostage Negotiator & Author of "Never Split the Difference

All you've got to do is- to their face- call yourself every name that they are harbouring about you, it's that simple; it means you're demonstrating understanding. Whatever adjective from your culture best describes the worst possible name they could think of for you- all you've got to do is look them in the eye and say you feel I am – that's super simple, right? The thing is, it may sound easy- but it's hard to do- but if you can do it- it can unlock a situation in a heartbeat.

— Chris Voss

Former FBI Hostage Negotiator & Author of "Never Split the Difference

There's so much bullshit and deception out there- and most of it comes out of defensiveness and fear- not from evil intent. Most of the time- it's because they're scared and don't know how to tell the truth. You have to draw people out of the position of fear to really understand them- flat-out asking people if they're liars will never help you.

— Chris Voss

Former FBI Hostage Negotiator & Author of "Never Split the Difference

Mirroring is a crazy skill, it's so insanely effective. If you explain mirroring to people, they're like nah, that shit'll never work – but it's huge. Just repeating the last 3 words of what someone said or picking out 1-3 words from the middle of the statement, can get you the outcome you need. Using mirroring, you feel like you can work Jedi mind tricks!

— Chris Voss

Former FBI Hostage Negotiator & Author of "Never Split the Difference

Control and leverage are two-dimensional concepts that can lead you to leaving money on the table. By trying to get control you can drive deals away but if you know that the other side is control-oriented? You can get all the leverage by saying, 'wow… you're so powerful, you're in charge… you have all the leverage…' and once you know that's what turns the other side on? You can get them to give you want ever you want!

— Chris Voss

Former FBI Hostage Negotiator & Author of "Never Split the Difference

You are as good as your highest level of preparation in any negotiation. In any negotiation, you develop trust by putting in time where you don't have any skin in the game; that means you need to watch negotiations happen- and get a feel for how it's done. You can't just throw yourself in at the deep end and hope you can swim.

— Chris Voss

Former FBI Hostage Negotiator & Author of "Never Split the Difference

I've been teaching for most of the last 40 years, and I've not come across a generation as dedicated to public service and the common good as my current generation of students. They will inherit the future, and I have great confidence that they know what they must do.

— Robert Reich