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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Never Split the Difference by Chris Voss

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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Companies might face several obstacles when applying the negotiation techniques from "Never Split the Difference". One potential obstacle could be resistance from employees who are used to traditional negotiation methods and may be reluctant to change. This can be overcome by providing comprehensive training and demonstrating the effectiveness of the new techniques. Another obstacle could be the difficulty in applying these techniques in different cultural or business contexts. To overcome this, companies need to ensure they understand the cultural and business context they are operating in and adapt the techniques accordingly. Finally, these techniques require a high level of emotional intelligence and understanding of human psychology, which not all negotiators may possess. Companies can overcome this by investing in emotional intelligence training for their negotiators.

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