Never Split the Difference: Negotiating As If Your Life Depended On It
by Chris Voss, Tahl Raz
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Ming made 9 highlights on Never Split the Difference
Yes are often meaningless answers that hide deeper conversations, while no alters the conversation by giving a chance for clarification.
Pushing for a yes pressures the other side into a fake, non-committal yes, while getting the right nos can let the other people feel in control while opening up the conversation.
There are 3 kinds of YES in negotiations, counterfeit, confirmation and commitment. Only the third is valuable - the first 2 are just misleading.
The FBI's super simple negotiation trick to create empathy. No complex body reading needed!
It's very, very hard to listen well, mostly because we are so busy listening to ourselves.
Why mirroring works when getting someone to agree w you.
Get people into a playful mood when negotiating... always works far better than when they are in a horrible mood. Important lesson for me to learn.
One of the main mistakes I keep making in negotiations
Why smart people are often terrible negotiators
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Minute Inc. 2017