Readwise Highlights

Here it is by steps: 1. A “No”-oriented email question to reinitiate contact: “Have you given up on settling this amicably?” 2. A statement that leaves only the answer of “That’s right” to form a dynamic of agreement: “It seems that you feel my bill is not justified.”

Enlarge the place of your tent,

and let the curtains of your habitations be stretched out;

do not hold back; lengthen your cords

and strengthen your stakes.

For you will spread abroad to the right and to the left,

and your offspring will possess the nations

and will people the desolate cities.

you’re ever stuck, find your own “in case of emergency” questions. Here are some examples: Listening to you, I can see you work hard. I have to pause and ask: what’s your motivation? Before we continue, I want to check in: how is this interview going for you? I hate to switch gears, but with so little time together, I have to ask you about … And if

Focus on the IRR, not the margins. Margins are an output, not an input.

There are two types of information: stuff you’ll still care about in the future, and stuff that matters less and less over time. Long-term vs. expiring knowledge. It’s critical to identify which is which when you come across something new.

To be precise, according to our research, any customer service interaction is four times more likely to drive disloyalty than to drive loyalty (see figure 1.5).

Affect (influence) vs. effect (accomplish)

• Compliment (praise) vs. complement (go well with)

• Discreet (careful) vs. discrete (distinct)

• Its (possessive) vs. it’s (it + is)

• Principle (rule) vs. principal (authority figure)

• They’re (they + are) vs. their (possessive) vs. there (adverb of place)

• Venomous (having a toxic bite or sting) vs. poison

Set your target price (your goal). 2. Set your first offer at 65 percent of your target price. 3. Calculate three raises of decreasing increments (to 85, 95, and 100 percent). 4. Use lots of empathy and different ways of saying “No” to get the other side to counter before you increase your offer. 5. When calculating the final amount, use precise, n