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Small businesses can apply the negotiation techniques outlined in "Never Split the Difference" by Chris Voss by first focusing on clearing away any barriers to reaching an agreement. This involves acknowledging and addressing any existing issues that may hinder the negotiation process. Another technique is to label the counterpart's fears. This disrupts the power of a negative thought or emotion, essentially short-circuiting the part of the brain that reacts to threats. Using phrases such as "It sounds like..." or "It looks like..." can help in this process. Avoid starting sentences with "I" as it may raise the counterpart's guard. By applying these techniques, small businesses can negotiate more effectively and reach agreements that are beneficial to them.
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Focus first on clearing away any barriers to reaching an agreement. Denying that the barriers exist just gives them power; get them out into the open. Similarly, label your counterpart's fears—this disrupts the power of a negative thought or emotion, essentially short-circuiting the amygdala, the part of the brain that reacts to real or imaginary threats. Labeling reinforces and encourages positive feelings, so you can get more quickly to a place of trust. Use phrases such as "It sounds like..." or "It looks like..." Avoid saying "I'm hearing..." If you start with the word "I" it will raise your counterpart's guard. Keep the labeling neutral.
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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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