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...