Readwise Highlights

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,

People learn when they’re surprised. Not when they read the right answer, or are told they’re doing it wrong, but when they experience a gap between expectations and reality.

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

Doing our work to the best of our ability, with the highest quality and deepest integrity, gets us into contention.

Being productive is about occupying your time—filling your schedule to the brim and getting as much as you can. Being effective is about finding more of your time unoccupied and open for other things besides work. Time for leisure, time for family and friends. Or time for doing absolutely nothing.

In other words, the key to the leader's public usefulness is his inner, unseen life. Character is what we are when no one is looking. The leader is leading all the time and, for the most part, unconsciously. Your holiness matters greatly to those you have been entrusted to lead.

If the need for holiness is one challenge I shall take from this book,

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).

“Let’s put price off to the side for a moment and talk about what would make this a good deal.”