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Never Split the Difference:
…sell yourself, and your success, as a way they can validate their own intelligence and broadcast it to the rest of the company.
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136 |
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Never Split the Difference:
Once you’ve bent their reality to include you as their ambassador, they’ll have a stake in your success.
|
136 |
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Never Split the Difference:
Ask: ‘What does it take to be successful here?’
|
136 |
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Never Split the Difference:
…if someone gives you guidance, they will watch to see if you follow their advice. They will have a personal stake in seeing you succeed.
|
136 |
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Never Split the Difference:
We are emotional, irrational beasts who are emotional and irrational in predictable, pattern-filled ways.
|
138 |
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Never Split the Difference:
…successful negotiation involve[s] getting your counterpart to do the work for you and suggest your solution himself.
|
141 |
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Never Split the Difference:
…failures plant the seeds of future success…
|
141 |
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Never Split the Difference:
…negotiation [is] coaxing, not overcoming; co-opting, not defeating.
|
141 |
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Never Split the Difference:
…a universal rule of human nature, across all cultures, is that when somebody gives you something, they expect something in return. And they won’t give anything else until you pay them back.
|
148 |
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Never Split the Difference:
…the secret to gaining the upper hand in a negotiation is giving the other side the illusion of control.
|
149 |
