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the person who owns the frame owns the conversation).
Oren Klaff • Pitch Anything
The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
“Let’s put price off to the side for a moment and talk about what would make this a good deal.”
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
Having labels prepared will allow you to quickly turn your counterpart’s responses back to them, which will keep them feeding you new and expanding information. Again, these are fill-in-the-blank labels that you can use quickly without tons of thought: It seems like __________ is important. It seems you feel like my company is in a unique position
... See moreChris Voss • Never Split the Difference: Negotiating As If Your Life Depended On It
I wrote a two-page document that instructed Benjie to change course. We were going to use nearly every tactic in the active listening arsenal: 1.Effective Pauses: Silence is powerful. We told Benjie to use it for emphasis, to encourage Sabaya to keep talking until eventually, like clearing out a swamp, the emotions were drained from the dialogue. 2
... See moreTahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
The first step to labeling is detecting the other person’s emotional state.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
always begin with roughly the same words: It seems like . . . It sounds like . . . It looks like . . . Notice we said “It sounds like . . .” and not “I’m hearing that . . .” That’s because the word “I” gets people’s guard up.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
KEY LESSONS What we don’t know can kill us or our deals. But uncovering it can totally change the course of a negotiation and bring us unexpected success. Finding the Black Swans—those powerful unknown unknowns—is intrinsically difficult, however, for the simple reason that we don’t know the questions to ask. Because we don’t know what the treasure
... See moreTahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
The only time I say, “Why did you do that?” in a negotiation is when I want to knock someone back. It’s an iffy technique, though, and I wouldn’t advocate it. There is, however, another way to use “Why?” effectively. The idea is to employ the defensiveness the question triggers to get your counterpart to defend your position. I know it sounds weird
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