>[!properties]+ Book Details type:: #book📚/nonfiction author:: [[Chris Voss]] pub_year:: 2016 ## Review / Notes Training Course: - **The New Rules** - Heart vs Mind - Life is Negotiation - **Be a Mirror** - Introduction - The Voice - How to Confront - Summary - Simulation - **Don't Feel Their Pain, Label It** - Tactical Empathy - Labeling - Negative and Positive - Accusation Audit - Summary - Simulation - **Beware "Yes", Master "No"** - Introduction - "No" Starts it - Persuade in Their World - "No" is protection - Summary - Simulation - **Trigger the Two Words That Immediately Transform Any Negotiation** - Introduction - "That's Right" - Using "That’s Right" - Simulation - **Bend Their Reality** - Don't Compromise - Deadlines - The F-Word - Emotional Drivers - Get a Better Salary - Summary - Simulation - **Create the Illusion of Control** - The Other Side - Suspend Unbelief - Calibrate - Summary - Simulation - **Guarantee Execution** - "Yes" and "How" - Liars, Jerks and Everyone Else - Influence - The 7-38-55% - Turning it Around - Summary - Simulation - **Bargain Hard** - Introduction - What Type are You - Taking a Punch - Punching Back - Ackerman Bargaining - Simulation - **Find the Black Swan** - Leverage - Three Types of Leverage - Know Their Religion - Mistakes #1, #2, #3 - Overcoming Fear - Final Simulation - **Hostage Negotiator-Leadership** - Introduction - The Framework - "It's Not About You" - **Ego Authority Failure** - Engaging and Defusing with Tactical Empathy - Sequencing and the Human Nature Response - Calibrated Questions and Paraphrasing - Summary - Scenario ### Emotion The chapter title is “don’t feel their pain, label it.” ### Mirror ### Accusation Audit ### Master “No” No oriented questions at the start of the negotiation take the stigma away from now and help to push negotiation. [Top 4 No Oriented Questions:](https://www.blackswanltd.com/the-edge/negotiation-training-the-top-4-no-oriented-questions) 1. “Is now a bad time to talk? 2. “Is it a ridiculous idea … ?” 3. “Are you against … ?” 4. “Have you given up on … ?” ### That’s Right ### Salary Negotiating - Use a No question to seed the elusion of control - Ask for unreasonable benefits or concessions. A new title. This gives them the desire to make a difference where they can on the salary - use a range (they will always pick low end but you can use “how” questions to make them negotiate the range with themselves) - Cautiously use the word “fair” when complete; too early and it’s an accusation. ### Each Step Summary #### Prep Worksheet ##### Goal ##### Summary ##### 3-5 Labels to Preform an Accusation Audit ##### 3-5 Calibrated Questions to Reveal Value and Overcome Potential Deal Killers ##### 3-5 Labels to Follow Up After They Answer Your Calibrated Questions It looks like something just crossed your mind It seems like you’re I’m uncomfortable with that It seems like you’re hesitant It seems like you have a reason for saying that? It seems like you have a reason for doing that? It seems like you have a reason for not finishing the work? At impass Sounds like there is nothing there I can say to get you to change your mind? How are you? It sounds like you have a place you want to start. Price is too high… Seems like the value is just not there for you.? Is there a deal? It doesn’t seem like you’re ready to make a commitment. or commitment to… It seems like you’re still shopping around. ##### Non-cash Offers It sounds like you’ve got a place you want to start. What makes you ask? It seems like you have a good reason for asking? It seems like you have a reason for not Is it ridiculous to… Are you against… No diskised we when you really mean you. People aren’t fooled by it and it can hurt because it makes people feel uneasy. ### Book Quotes "Have you given up on this project?" \-[[Never Split the Difference -- Chris Voss (2016)|Never Split the Difference]] — [[Chris Voss]] ^q1 "QUOTETEXT" \-[[Never Split the Difference -- Chris Voss (2016)|Never Split the Difference]] — [[Chris Voss]] ^q2