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Never Split the Difference:
…without self-control and emotional regulation, [negotiating using calibrated questions] doesn’t work.
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156 |
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Never Split the Difference:
Even with all the best techniques and strategy, you need to regulate your emotions if you want to have any hope of coming out on top.
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158 |
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Never Split the Difference:
…you have to keep away from knee-jerk, passionate reactions. Pause. Think. Let the passion dissipate.
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158 |
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Never Split the Difference:
…when you are verbally assaulted, do not counterattack. Instead, disarm your counterpart by asking a calibrated question.
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159 |
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Never Split the Difference:
Aggressive confrontation is the enemy of constructive negotiation.
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160 |
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Never Split the Difference:
There is always a team on the other side. If you are not influencing those behind the table, you are vulnerable.
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161 |
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Never Split the Difference:
Negotiators have to be decision architects: they have to dynamically and adaptively design the verbal and nonverbal elements of the negotiation to gain both consent and execution.
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163 |
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Never Split the Difference:
’Yes’ is nothing without ‘How.’ While an agreement is nice, a contract is better, and a signed check is best.
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163 |
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Never Split the Difference:
A gentle How/No invites collaboration and leaves your counterpart with a feeling of having been treated with respect.
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167 |
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Never Split the Difference:
Besides saying ‘No,’ the other key benefit of asking ‘How?’ is, quite literally, that it forces your counterpart to consider and explain how a deal with be implemented.
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168 |
