Note that this chapter is mostly about a fixed amount of value, so it’s a zero sum negotiation. Preparing To Negotiate Step 1: Assess...
When the pressure is on, we fall to our highest level of preparation. It is key to prepare! Don’t prepare to the extent that you have a...
Black swans are unknown unknowns. Finding Leverage in the Predictably Unpredictable A black swan is an event we never imagined. So we...
If you make an offer, then any response other than an outright rejection means there is room for negotiation. What Type Are You Three...
The work is not done when you have an agreement. The implementation details are critical. “Yes” Is Nothing Without “How” Practice...
Successful negotiation is getting your counterpart to do the work for you and suggesting the solution himself. Remove the hostility in...
An important lesson: There is always leverage. Some examples: Fear of deadlines Power of odd numbers Views on fairness Don’t Compromise...
“I guess so” means things are not going well. “That’s right” means things are going well. Get to “That’s right”! They may not say the...
Other negotiation books try to get the other side to say “Yes” to anything. Or get them to say “Yes” to an abstract principle...
Good negotiators label emotions. Tactical empathy: Understand the needs and feelings behind the other’s mindset. It is not about...
Your mindset should be that of discovery, and extracting as much information as possible. Which is why smart people can be poor at...
All pages tagged as nstd are notes from the book Never Split The Difference. An overriding principle: People want to feel they are good...
Some people just want to win, and their measure of success is how much you lose. If your goal becomes victory, realize you’re stuck in a...
Obstacles to Agreement The other side may stall: Lack of interest, vague statements, delays, breaking agreements, a flat No! There are...
When the other side doesn’t budge, resist the temptation to counter with your position. “That’s interesting. Why do you want that?” “You...
Do not ignore the emotions while focusing on the problems. You need to defuse them, and you do it by surprise. If they stonewall, they...
Three Natural Reactions We have 3 natural reactions: Striking back Giving in and yielding to pressure Cutting off the relationship Don’t...
Before every meeting, prepare. After every meeting, assess and re-prepare for the next meeting. Do not try to wing it. Mapping Out The...
Five Barriers To Cooperation Your Reaction: You either strike back or give in. Both are damaging. Their Emotion: Anger, hostility, fear,...