Never Split the Difference: Negotiating as if Your Life Depended on It
Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.
Chris Voss • Never Split the Difference: Negotiating As If Your Life Depended On It
Having labels prepared will allow you to quickly turn your counterpart’s responses back to them, which will keep them feeding you new and expanding information. Again, these are fill-in-the-blank labels that you can use quickly without tons of thought: It seems like __________ is important. It seems you feel like my company is in a unique position
... See moreChris Voss • Never Split the Difference: Negotiating As If Your Life Depended On It
Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you
Chris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.