Never Split The Difference: By Chris Voss

Dive deeper in 15 : See if this book clicks with you in our key takeaways

1. Understanding Feelings: Pay close attention to the emotions and thoughts the other person is experiencing during your conversation. Empathizing with their feelings and perspectives helps create a stronger connection, making discussions more productive and amicable.

2. Copy Their Words: When someone talks, repeat what they've just said using similar words. This technique shows that you're actively listening and interested in their thoughts, encouraging them to share more openly.

3. Put Words on Their Feelings: If the other person is upset, excited, or experiencing any emotion, express that you understand what they're going through. This acknowledgment helps establish trust and comfort in the conversation.

4. Addressing Concerns Early: If you suspect that the other person has concerns or objections about something, be the one to bring up these issues. Initiating this discussion demonstrates transparency and honesty, ultimately fostering trust.

5. Quiet Moments: Don't rush to fill gaps of silence in a conversation. Sometimes, during these pauses, the other person may feel compelled to share additional insights or concerns, allowing for a more comprehensive discussion.

6. Ask Questions They Can Say "No" To: Pose questions that permit the other person to respond with a "no." This approach often encourages them to open up further and provide valuable information they might otherwise withhold.

7. Ask Open Questions: Instead of asking questions that only require a simple "yes" or "no" answer, use inquiries that invite more detailed responses. This approach helps you gain a deeper understanding of their point of view.

8. Three Choices Rule: Present three ideas or choices when discussing options. This practice encourages others to express their preferences and provides a well-rounded view of their desires.

9. Offering Choices: Begin with a modest proposal and gradually improve it as the conversation progresses. This approach demonstrates your willingness to collaborate and adapt, making agreement more appealing.

10. Say "That Makes Sense": When the other person shares something, respond by acknowledging their reasonable and logical viewpoint. This reinforces mutual understanding and promotes trust.

11. Connect with Emotions: When discussing a topic, make it emotionally relevant and significant to the other person. By emphasizing the emotional aspects, you can highlight why your suggestions or offers are relevant to them.

12. Find Surprises: Watch for unexpected or exceptionally favorable elements within the conversation. Identifying these surprises can open up new possibilities and enhance your negotiation position.

13. Let Them Go First: Encourage the other person to take the initiative and make the first offer or proposal. This approach allows you to gain insight into their priorities and preferences while setting a tone for the conversation.

14. Watch Out for Quick Agreements: Exercise caution when the other person agrees hastily. Quick agreement might indicate that they have reservations or undisclosed interests.

15. Learn from Talking: Consider each conversation as an opportunity to gather valuable information about the other person's needs and wants. The more you learn, the better you can tailor your solutions to meet their requirements effectively.

Amazon Book Link: https://amzn.to/3zuzh9e

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