Never Split the Difference: Negotiating As If Your Life Depended On It
Chris Voss
4.2 - 5 ratings
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st10
List Points
lsten10
Chapters
5
Topics
Description
Written by former FBI hostage negotiator Chris Voss, this book transforms the author's field-tested negotiation strategies into practical tactics that anyone can use. It emphasizes the importance of emotional intelligence and active listening, advocating for a collaborative approach rather than simply compromising. Voss introduces key concepts like the 'tactical empathy,' the 'Black Swan' theory, and the 'Accusation Audit,' all designed to give the reader an edge in both professional and personal negotiations. By rejecting the notion of a fixed midpoint and advocating for understanding deeper motivations, the book aims to empower readers to achieve more successful and mutually beneficial outcomes.
What will you learn?
By diving into this book, you'll discover techniques grounded in real-world experience to transform your negotiation skills, whether in business or personal life. Authored by an ex-FBI hostage negotiator, the book equips you with practical strategies for reading people, building rapport, and fostering cooperation. You'll learn to employ tactical empathy, utilize the mirroring technique, ask calibrated questions, and effectively navigate high-stakes negotiations. Ultimately, this guide offers actionable insights to achieve better outcomes and make confident, decisive moves in any negotiation scenario.
Who’s it for?
• Business professionals looking to improve their negotiation skills.
• Salespeople aiming to close more deals effectively.
• Leaders and managers who want to handle conflicts better.
• Entrepreneurs seeking to negotiate partnerships and investments.
• Individuals interested in psychology and effective communication techniques.
Categories
Key Learning
Available chapters to listen for this topic- 1
Mastering the Art of Negotiation through Tactical Empathy
Learn how to use tactical empathy to uncover what your counterpart really wants by listening actively and acknowledging their feelings and perspectives. - 2
Dealing with Difficult Counterparts Through Mirroring
Discover the power of mirroring to build rapport and get your counterpart to open up, using their own words to build trust and understanding. - 3
Gain Favor Using the Illusion of Control with Calibrated Questions
Control a negotiation by asking calibrated questions that shift the pressure to your counterpart and make them solve your problems. - 4
Label Your Counterpart’s Fears and Emotions to Neutralize Them
Defuse your counterpart’s negative emotions and bring hidden dynamics to the surface by strategically labeling their feelings and concerns. - 5
Use the Accusation Audit to Acknowledge Your Weaknesses
Preemptively address any potential objections or accusations your counterpart may have by openly acknowledging your weaknesses or mistakes to build trust. - 6
Bending Reality
Create the illusion of power without needing to concede ground by intelligently using the concept of loss aversion to influence decision-making and outcomes. - 7
The 7-38-55 Percent Rule for Vocal Tones and Body Language
Understand the critical importance of non-verbal communication and how to use your voice and body language to convey confidence and sincerity. - 8
The Power of “No”
Don’t fear rejection; instead, use “No” to uncover the true objections and needs of your counterpart, transforming a negative into a constructive dialogue. - 9
Pivoting to Non-Monetary Terms to Create Win-Win Solutions
Think beyond monetary concessions to incorporate non-monetary terms and creative solutions that can add value to both parties in a negotiation. - 10
Black Swans
Uncover Hidden Game-Changers
