10 Points Summary - Never Split the Difference by Chris Voss
Use Tactical Empathy
Tactical empathy is the ability to understand and influence someone's emotions and perspective. It's a powerful tool for negotiating and building relationships.
Anchor Your Position
Anchoring is the act of setting a reference point or starting point for a negotiation. By anchoring your position, you can influence the other person's perception of the negotiation and potentially get a better deal.
Mirror and Label
Mirroring is the act of repeating back someone's words or phrases to build rapport and show understanding. Labeling is the act of acknowledging and verbalizing the other person's emotions. Together, they can help build trust and empathy.
Calibrated Questions
Calibrated questions are open-ended questions that seek to uncover the other person's perspective and motivations. They can help you gather valuable information and build rapport.
The Power of "No"
"No" is a powerful word that can be used strategically in a negotiation. It can help you maintain control and avoid making concessions too quickly.
The Rule of Three
The rule of three is the principle that people tend to remember things in groups of three. By using this principle in a negotiation, you can make your points more memorable and persuasive.
Acknowledge and Redirect
When faced with a difficult question or demand, acknowledge the other person's position and redirect the conversation towards your own goals and objectives.
The Ackerman Model
The Ackerman model is a framework for making and responding to offers in a negotiation. It involves making a series of incremental offers and setting a clear walkaway point.
Negotiating with Difficult People
When negotiating with difficult people, it's important to stay calm and empathetic. Use tactics like labeling and calibrated questions to uncover the other person's motivations and build rapport.
Preparation and Planning
Preparation and planning are essential for a successful negotiation. Do your research, set clear objectives, and practice your negotiation skills beforehand.
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