Never Split the Difference - Negotiating As If Your Life Depended On It

Chris Voss, Tahl Raz

Key Insights from the Book:

  1. The principle of tactical empathy: Understand and recognize the emotions of your counterpart and respond to them in a thoughtful manner.
  2. The power of mirroring: Imitate the language and behavior of your counterpart to build rapport and trust.
  3. The effectiveness of calibrated questions: Ask questions that allow your counterpart to have control, but steer the conversation towards your desired outcome.
  4. The significance of active listening: Listen carefully to what your counterpart is saying and respond accordingly.
  5. The role of patience: Give your counterpart time to respond and don’t rush them into making a decision.
  6. ...

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