Question
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.
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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.
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