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Never Split the Difference:
A deal is nothing without good implementation. Poor implementation is the cancer that eats your profits.
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169 |
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Never Split the Difference:
At the end of the day, the deal killers often are more important than the deal makers.
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171 |
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Never Split the Difference:
A surprisingly high percentage of negotiations hinge on something outside dollars and cents, often having more to do with self-esteem status, and other nonfinancial needs.
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172 |
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Never Split the Difference:
A repetitive series of ‘What’ and ‘How’ questions can help you overcome the aggressive tactics of a manipulative adversary.
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175 |
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Never Split the Difference:
…body language and tone of voice – not words – are our most powerful assessment tools.
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176 |
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Never Split the Difference:
People who are lying are, understandably, more worried about being believed, so they work harder – too hard, as it were – at being believable.
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178 |
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Never Split the Difference:
…using your own name creates the dynamic of ‘forced empathy.’ It makes the other side see you as a person.
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180 |
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Never Split the Difference:
Humanize yourself. Use your name to introduce yourself. Say it in a fun, friendly way. Let them enjoy the interaction, too. And get your own special price.
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180 |
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Never Split the Difference:
The art of closing a deal is staying focused to the very end. There are crucial points at the finale when you must draw on your mental discipline.
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185 |
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Never Split the Difference:
Humor and humanity are the best ways to break the ice and remove roadblocks.
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187 |
