In "Never Split the Difference", Chris Voss presents several innovative negotiation strategies. One of them is the concept of getting closer to a "Yes" with every "No". This involves purposely mislabeling your counterpart's emotion, which prompts them to correct you and provide more information about what they really want. Another strategy is to ask the other party what they don't want. This leaves them more open to expressing what they do want, providing you with valuable information for the negotiation.

Asked on the following book summary:

resource preview

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...

Start for free ⬇️

Download and customize hundreds of business templates for free

Go to dashboard to download stunning templates

Download

book summary Preview

View all chevron_right

Question was asked on:

Mark Cuban, billionaire owner of the Dallas Mavericks, says, "Every 'No' gets me closer to a 'Yes.'" You can start by purposely mislabeling your counterpart's emotion, prompting them to say, "No, that's not it at all, it's really this..." Or, ask the other party what they don't want—it leaves them much more open to saying what they really do want.

Questions and answers

info icon

Potential obstacles companies might face when applying the negotiation concepts from "Never Split the Difference" could include resistance to change, lack of understanding of the concepts, and difficulty in implementing the strategies in real-world scenarios. To overcome these obstacles, companies could provide comprehensive training to their employees to ensure they fully understand and can apply the negotiation concepts. They could also encourage a culture of open communication and feedback to address any issues or concerns during the implementation process. Furthermore, companies could seek external help from negotiation experts or consultants to guide them through the process.

While the book "Never Split the Difference" by Chris Voss doesn't provide specific examples of companies that have successfully implemented the negotiation practices outlined, the strategies are widely applicable in the business world. Many companies have likely used these techniques in their negotiations without explicitly referencing the book. For instance, the practice of "mislabeling your counterpart's emotion" to prompt clarification or asking the other party what they don't want to open up discussion about what they do want are common negotiation tactics.

View all questions
stars icon Ask another question