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'Never Split the Difference' by Chris Voss has had a significant influence on corporate negotiation strategies. It has shifted the focus from traditional, confrontational tactics to a more empathetic and understanding approach. The book emphasizes the importance of active listening and understanding the other party's perspective to reach a mutually beneficial agreement. This approach has been adopted by many corporations, leading to more successful negotiations.
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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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In any conversation we are trained to throw out nice phrases like "yes" and "you're right"—but in a negotiation, when someone says these things, they are really trying to get you to go away or back down. It's a polite way to say, "I'm not really interested in what you have to say." If you tell someone "you're right" they may go away happy, but you haven't really agreed to do anything. Instead, you want to get your counterpart to say, "That's right!" Once they say this, you've reached a breakthrough moment—they are acknowledging that you understand where they are coming from.
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