Master the Art of Negotiation with 'Never Split the Difference' by Chris Voss
Introduction:
Negotiation
is a crucial skill that we all need in our daily lives, whether it's in
business or personal relationships. In his book "Never Split the
Difference: Negotiating As If Your Life Depended On It," former FBI
hostage negotiator Chris Voss shares his expertise on how to become a
successful negotiator. In this review, we'll delve into the key takeaways from
the book and see how they can be applied to real-life scenarios.
Chapter
Summaries:
The
New Rules: Voss argues that traditional negotiation techniques are outdated and
ineffective. Instead, he introduces a new approach based on empathy, active
listening, and tactical empathy.
Be
a Mirror: The art of mirroring involves repeating the last three words or the
critical one to three words of what someone has just said. This technique shows
that you are actively listening, which builds trust and rapport.
Don't
Feel Their Pain, Label It: Voss teaches that using labels can diffuse negative
emotions and help you gain control of the situation. Labels are statements that
show you understand the other person's feelings and can help them feel heard.
Beware
"Yes"—Master "No": Voss argues that "yes" is not
always the desired answer in negotiations. He suggests using "no" to
create a safe environment where the other person feels comfortable sharing
their real thoughts and feelings.
Trigger
the Two Words That Immediately Transform Any Negotiation: The two words are
"What" and "How." They encourage the other person to think
and provide information, which can be valuable in negotiations.
Bend
Their Reality: By using calibrated questions, you can lead the other person to
your desired outcome without being confrontational.
Create
the Illusion of Control: The illusion of control is an effective technique that
can make the other person feel like they are in charge while you are guiding
the conversation towards your desired outcome.
Guarantee
Execution: Voss emphasizes the importance of ensuring that the other person
follows through on their promises. He suggests using specific and measurable
terms to avoid misunderstandings.
Conclusion:
"Never
Split the Difference" by Chris Voss is an excellent resource for anyone
looking to improve their negotiation skills. The book offers practical
techniques and strategies that can be applied to both personal and professional
settings. By mastering the art of negotiation, you can achieve better outcomes
and build stronger relationships. So, whether you're a business executive or a
parent negotiating with your child, this book is definitely worth a read.
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