Never split the difference by Chris Voss and Tahl Raz is a flabbergasting book on Negotiation.
Chris Voss is a practitioner of Negotiations and he is now propagatin his knowledge about negotiations from the learning when he was in FBI for more than two decades. While Tahl Raz is a journalist who is always in seek of world changing ideas and stories.
In his book Chris shares invaluable techniques to make your opponent subdue during a negotiation, as he sees businesses negotiations aren’t much different from the negotiations with criminals and terrorists.
Some great persuasion techniques he shares include:-
1. Mirroring effect:- In this technique you start actively listening your counterpart, then starts mirroring his actions and gesture. Pausing for a silence and start talking to him in late night DJ voice.
2. Labelling:- In this technique you start repeating whatever your counterpart has to say,their perspective. It’s basically Tactical empathy to gain a mutual trust.
3. Getting No:- Here you have to get No rather than being a Yes man everytime. Whenever you deny his side or offer or his excuses that will bring you the upper hand.
4. That’s right:- Don’t start thriving for a Yes from your counter part, rather go for That’s right. Make him believe what you wanna communicate from his end only. Yes can be of three types Counterfeit, Confirmation and Commitment.
5. Certainity effect:- People are drawn to sure things than probability even of probability has a better choice and people will take greater risks to avoid loss than to gain something is Loss Aversion.
6. Anchoring effect:- Anchor them to the emotions by being fair ,showing Loss Aversion, odd no. Figures and providing a range to negotiate.
7. Caliberated questions:- Always start with How,What and Why nothing else. Always ask open ended questions.
✓ Black swan rule :- Don’t treat others the way you want to be treated;treat them the way they need to be treated.
✓ BCSM negotiation model:- active listening, empathy, rapport, influence and behavioural change.
This book has fathomless insights for everyone to dig in. As negotiations are now par and parcel of daily life.