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The book 'Never Split the Difference' by Chris Voss presents several negotiation techniques. One of them is understanding the perspective of the other party, especially if they are assertive. They value respect and winning, and they will only listen to you once they feel understood. Techniques like mirroring, calibrated questions, labels, and summaries can be used to draw them out. These techniques have broader implications as they can be applied in various scenarios, not just in hostage negotiations but also in business and personal negotiations. They emphasize the importance of empathy, active listening, and strategic questioning in achieving successful outcomes.
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...
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This person believes time is money and their self-image is connected to how much they get done in a set period of time. They love to win, and they demand respect above all else. Focus carefully on what an Assertive counterpart has to say; they will only listen to you once they are convinced that you understand their point of view. They love to talk so use mirrors, along with calibrated questions, labels, and summaries, to draw them out.
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