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8 min read · Aug 18, 2020 As a former attorney, I witnessed negotiations become adversarial environments. Zero-sum power games with the illusion of a winner. "Illusion" because, with time, I.
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of 6. Never Split the Difference by Chris Voss Summary Cheat-Sheet. Goal People want to be understood and accepted. 2 primal urges: Need to feel safe & secure. Need to feel in control. Listen intensely → demonstrate empathy + show a sincere desire to better understand what. the other side is experiencing.
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Never Split the Difference: Negotiating as If Your Life Depended on It Nonfiction | Book | Adult | Published in 2016 A modern alternative to SparkNotes and CliffsNotes, SuperSummary offers high-quality Study Guides with detailed chapter summaries and analysis of major themes, characters, and more. Download PDF Access Full Guide Study Guide Summary
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1-Page PDF Summary of Never Split the Difference aims to provide a comprehensive guide to negotiating theory and strategy, giving you the tools you need to negotiate successfully. Voss's thesis is that good negotiation happens on the level of the brain, not the rational level.
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Never Split the Difference by Chris Voss Summary Cheat-Sheet Goal '* People want to be understood and accepted. 2 primal urges: > Need to feel safe & secure > Need! to feel in control '* Listen intensely -* demonstrate empathy » showa sincere desire to better understand what the other side is experiencing Prepare '* Goal reveal surprises in the negotiation '¢ Hypotheses vs, assumptions.
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1. Never Split the Difference by Chris Voss Summary Cheat-Sheet Goal People want to be understood and accepted. 2 primal urges: Need to feel safe & secure Need to feel in control Listen intensely → demonstrate empathy + show a sincere desire to better understand what the other side is experiencing Prepare Goal: reveal surprises in the negotiation Hypotheses vs. assumptions: Use negotiation.
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Never Split the Difference states the principle of mirroring as the process of reiterating and improvising upon the important keywords the prospect or the party in consideration said. This concept is helpful in sales and negotiations, as it will give you the power to understand what's going in your prospect's mind so you can help them.
Never Split the Difference CheatSheet
Never Split the Diffee9Ïå Negotiation One-Sheet Goal: • Identify specific scenario that represents best case . • Set an optimistic but reasonable goal and define it clearly . • Write it down . • Discuss your goal with a colleague (creates commitment and consistency) . • Carry the written goal into the negotiation . Summary:
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"Never Split the Difference" The best selling book by Chris Voss 3 4 Only make goals around the best case. It helps you avoid the scenario of offer, counteroffer, offer, counteroffer, settle in the middle. If you have a last resort, that's where you'll end up settling, and it will have you aiming low entering the negotiation.
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Jun 9, 2022 Book Club Never Split the Difference: Book Summary Chapter by Chapter Want to become better at negotiation, but don't know where to start? Kick off with a summary of Chris Voss' best-selling book "Never Split the Difference." Learn the techniques from FBI and how to use them.
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Habits-Program. 📚 Buy Never Split the Difference on Amazon. Never Split the Difference by Chris Voss helps you change minds: Don't compromise. It is a bad outcome of a negotiation. Compromise generally leads to a win-lose. You should aim for a win-win. You do this by listening and understanding the needs of everyone involved in the negotiation.
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Never Split the Difference calls on Chris Voss' FBI career as their top hostage negotiator. Specifically, it equips readers with the negotiating skills needed to secure business deals. Chris suggests that logic and reason are not generally effective in producing productive negotiations.
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Rating: 5/5 Preface. Chris Voss is a former international FBI hostage negotiator. In his book, Never Split the Difference, Chris reveals his battle-tested strategies for high-stakes negotiations. The Five Big Ideas. Negotiation begins with listening, making it about the other people, validating their emotions, and creating enough trust and safety for a real conversation to begin.
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The six-step process is: Set your target price (your goal). Set your first offer at 65 percent of your target price. Calculate three raises of decreasing increments (to 85, 95, and 100 percent.
Never Split the Difference Cheat Sheet Summary
Mirror Process 1. Use Late Night FM DJ Voice 2. Start sentences with I'm sorry. 3. Mirror 4. Silence, at least 4 seconds to let mirror work it's magic 5. Repeat behind those feelings Bring my attention to the Tactical Empathy emotional obstacles to getting an agreement done
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7 Key Lessons from Never Split the Diference: • Lesson #1: Life is Negotiation • Lesson #2: Become Acute Listener • Lesson #3: Understand the Feelings of the Counterpart • Lesson #4: Don't Undervalue the Power of No • Lesson #5: Give The Illusion of Control • Lesson #6: Prepare a One Sheet for Negotiations • Lesson #7: Never Compromise
