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Never Split the Difference:
The key to beginning a haggle is to rattle the other guy ever so gently.
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188 |
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Never Split the Difference:
No part of a negotiation induces more anxiety and unfocused aggression than bargaining, which is why it’s the part that is more often fumbled and mishandled…
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190 |
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Never Split the Difference:
To bargain well, you need to shed your assumptions… and learn to recognize the subtle psychological strategies that play vital roles at the bargaining table.
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191 |
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Never Split the Difference:
…[by recognizing] your personal negotiation style… you can identify your negotiating strengths and weaknesses… and adjust your mindset and strategies accordingly.
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192 |
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Never Split the Difference:
You and your counterpart have habits of mind and behavior, and once you identify them you can leverage them in a strategic manner.
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Never Split the Difference:
… while innocent and understandable, thinking you’re normal is one of the most damaging assumptions in negotiations.
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Never Split the Difference:
The Black Swan rule is don’t treat others the way you want to be treated, treat them the way they need to be treated.
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Never Split the Difference:
…expressions of anger increase and negotiator’s advantage and final take.
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202 |
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Never Split the Difference:
In any bare-knuckle bargaining session, the most vital principle to keep in mind is never to look at your counterpart as an enemy.
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Never Split the Difference:
The person across the table is never the problem. The unsolved issue is. So focus on the issue.
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