Sublime

The whole concept, which you’ll learn as the centerpiece of this book, is called Tactical Empathy. This is listening as a martial art, balancing the subtle behaviors of emotional intelligence and the assertive skills of influence, to gain access to the mind of another person. Contrary to popular opinion, listening is not a passive activity. It is t

I never thought it was better than anybody else’s. What I do think I have that is really uniquely my own is my ability to connect to the audience. My skill comes not from my interviewing ability. My skill comes from my listening ability. And my skill comes from me knowing fundamentally inside myself that I am no different than the audience. What ga

He looked at me soberly and said: “Make people an offer so good they would feel stupid saying no.” I nodded, wrote it down, underlined it, and circled it. And with that, my entire worldview of selling was transformed.

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

Use the person’s name in conversation. You are more likely to get special treatment by using the person’s name.

Never Split the Difference: Negotiating as If Your Life Depended on

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