Bargaining for Advantage: Negotiation Strategies for Reasonable People
The script we came up with hit all the best practices of negotiation we’ve talked about so far. Here it is by steps: A “No”-oriented email question to reinitiate contact: “Have you given up on settling this amicably?” A statement that leaves only the answer of “That’s right” to form a dynamic of agreement: “It seems that you feel my bill is not jus
... See moreChris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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Identify your counterpart’s negotiating style. Once you know whether they are Accommodator, Assertive, or Analyst, you’ll know the correct way to approach them. Prepare, prepare, prepare. When the pressure is on, you don’t rise to the occasion; you fall to your highest level of preparation. So design an ambitious but legitimate goal and then game o
... See moreChris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
four essential elements of preparation: understanding (1) the parties, (2) their interests, (3) alternatives to agreement on all sides, and (4) incentives of the people at the table.