Sublime
An inspiration engine for ideas
Early on in a negotiation, I say, “I want you to feel like you are being treated fairly at all times. So please stop me at any time if you feel I’m being unfair, and we’ll address it.”
Chris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
That’s why we failed, while numbskulls like this crooked Philippine politician just stumbled in and got what we so desperately needed. That is, communication without reciprocity. I sat back and wondered to myself, How the hell do we do that?
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
Denying barriers or negative influences gives them credence; get them into the open.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
It all starts with the universally applicable premise that people want to be understood and accepted. Listening is the cheapest, yet most effective concession we can make to get there.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
Chris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
They assumed the other guy would reason just like them. “If you approach a negotiation thinking that the other guy thinks like you, you’re wrong,” I say. “That’s not empathy; that’s projection.”
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
But neither wants nor needs are where we start; it begins with listening, making it about the other people, validating their emotions, and creating enough trust and safety for a real conversation to begin.
Chris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
“If you approach a negotiation thinking that the other guy thinks like you, you’re wrong,” I say. “That’s not empathy; that’s projection.”