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Never Split the Difference:
A trap into which many fall is to take what other people say literally.
|
77 |
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Never Split the Difference:
’No’ is the start of the negotiation, not the end of it.
|
78 |
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Never Split the Difference:
It comes down to the deep and universal human need for autonomy. People need to feel in control.
|
78 |
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Never Split the Difference:
When you preserve a person’s autonomy by clearly giving them permissions to say ‘No’ to your ideas, the emotions calm, the effectiveness of the decisions go up, and the other party can really look at your proposal.
|
78 |
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Never Split the Difference:
…you have to train yourself to hear ‘No’ as something other than rejection, and respond accordingly.
|
79 |
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Never Split the Difference:
There are actually three kinds of ‘Yes’: Counterfeit, Confirmation, and Commitment.
|
80 |
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Never Split the Difference:
…good negotiators know that their job isn’t to put on a great performance but to gently guide their counterpart to discover their goal as his own.
|
81 |
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Never Split the Difference:
…connection is useless unless the other person feels that they are equally responsible, if not solely responsible, for creating the connection and the new ideas they have.
|
84 |
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Never Split the Difference:
In every negotiation, in every agreement, the result comes from someone else’s decision.
|
84 |
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Never Split the Difference:
…while we can’t control others’ decisions, we can influence them by inhabiting their world and seeing and hearing exactly what they want.
|
84 |
