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Some of the most innovative ideas presented in 'Never Split the Difference' include the concept that people are emotional and irrational, and as a negotiator, your task is to understand what is really motivating your counterpart. Another surprising idea is that the person who is really in control in a conversation is the one who is listening, as the talker is revealing information while the listener can direct the conversation toward his own goals.
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People are emotional and irrational animals—as a negotiator, your task is to see below the surface, understand what is really motivating your counterpart, and bend their reality by anchoring their starting point. The person who is really in control in a conversation is the one who is listening—the talker is revealing information while the listener can direct the conversation toward his own goals.
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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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