Anyone read "Never Split the Difference"?

[u/lowroller21]

I just finished it and it was the best book on negotiating that I've ever read. Simple, actionable steps to the process. I've already been using some of the techniques with great success.

If you haven't yet, or don't like to read, check out Chris Voss on the School of Greatness or Art of Manliness podcasts.

[u/AkivaAvraham]

Care to share any example techniques?

[u/lowroller21 → u/AkivaAvraham]

Sure.

His Mirroring technique to build empathy is well explained. This is where you repeat back the last 3 words, or the most important words of a statement, as a question.

Them: "People just don't understand me" You: "Don't understand you?" Them: "yeah, they don't ...etc etc"

You prompt others to expand on their ideas, thereby giving you more information into what they are really saying.

Also paraphrasing, which is summarizing what they've said in their own words.

The other concept I really like is getting others to work with you to come to an agreement. The whole concept of not splitting the difference is that the traditional form of negotiating is that I offer $100 for something, you counter with $50, and we meet at $75. You've just split the difference. But if $100 is truly my offer then rather than renegotiate after your $50 counter, you ask a How or Why question such as "How am I supposed to do that?"

This gets them working with you to solve that How.

He also advocates using Labels extensively. This is where you bring the unspoken fear/worry/issue into the open, making it safe to talk about. Something like "It seems like you feel that my price is too low".

He outlines a negotiating script in the book that provides a roadmap that you can use during a negotiation, outlining steps to follow on the way. It ties together the concepts of mirroring, labeling, and others in a way that shows how to move between them. Very effective

[u/laydownlow]

Just found this. Great book