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Never Split the Difference - Coggle Diagram
Never Split the Difference
New Rules
The Smartest Dumb Guy in the Room
Old School Negotiation
Giffe
Heart vs Mind
Getting to Yes
Person/emotion
Why are they asking?
Win-win
Evaluating
Tversky and Kahneman
Thinking, Fast and Slow
Fast Emotional
Slow Rational
Framing Effect
Prospect Theory
Loss Aversion
FBI gets emotional
Life is Negotiation
The book
Be a Mirror
Assumptions Blind, Hypotheses Guide
Calm the Schizophrenic
Slow.It.Down
The Voice
Late Night FM DJ
Statements
Positive Playfull Voice
Assertive Voice
Mirroring
Repeat last three words
Take a pause
Go downward with voice
How to confront without confrontation
Late Night FM DJ Voice
I'm sorry
Mirror
Wait
Repeat
Beware "Yes", master "No"
"No" Starts the Negotiation
No's get to yes
I am disturbing you?
Persuade in their World
Types of Yes
Counterfeit
Confirmation
Commitment
Nice can be misleading
No is Protection
Do you want the FBI to be embarrassed?
Do feel that no change...
E-mail magic
Have you given up on this Project?
Don't feel their pain, Label it
Tactical Empathy
Sympathy
Empathy
Tactical
Labeling
Information
Words
Tone
Body language
It seems like, it sounds like, It looks like
Don't use I
Silence
Neutralize the negative, reinforce the positive
Clear the road before advertising the destination
Do an Accusation Audit
Get a Seat on a Sold-Out Flight
Trigger the two words that immediately transform any negotiation
Create a subtle Epiphany
Using "That's right" for career success
"That's right" is great, but if "You're great" nothing changes
Using "That's right" to make the sale
Trigger a "That's right!" with a summary
Pause
Minimal Encouragers
Mirror
Labeling
Paraphrase
Summary = paraphrasing + labeling
Bend their reality
Intro: Haïti
Don't compromise
Deadlines: Make time your ally
No such thing as fair
The F-word
"We just want what's fair" -> Okay, I apologize. Let's stop everything and go back to where I started treating you unfairly and we'll fix it
"We've given you a fair offer" -> Fair? It seems like you're ready to provide the evidence that supports that
I want you to feel like you are being treated fairly at all times. So please stop me at any time if you feel I'm being unfair and we'll adress it
Emotional Drivers
Bend their Reality
Anchor their emotions: accusation audit + loss aversion
Let the other guy go first
Establish a Range
Pivot to nonmonetary terms
5.When you do talk numbers, use odd ones
Surpirse with a gift
How to negotiate a better salary
Create the illusion of control
Don't try to negotiate in a firefight
There is always a team on the other side
Avoid a showdown
Suspend unbelief: How am I supposed to...
Calibrate your questions: "How?", "What?", sometimes "Why?"
How not to get paid: Stay calm
Guarantee Execution
Yes is nothing without how
Influencing those behind the table
Spotting liars, dealing with jerks and charming everyone else
The rule of three
The pinocchio effect
him/her
More words
The 7-38-55 Rule
Pay attention to their usage of pronouns
The Chris discount
How to get your counterparts to bid against themselves
4 levels of no
Bargain Hard
What Type are you?
Analyst
Assertive
Accomodator
Taking a Punch
ZOPA
Incasseer extreem anchor
Punching back
Real Anger, Threats without anger, strategic umbrage
"Why" questions
"I" messages
No neediness
Ackerman Bargaining
Set your goal
65
3.85 -95 -100
Use "No" without using it
nonround numbers
nonmonetary item
Find the Black Swan
Finding Leverage in the Predictably Unpredictable
Uncovering unkown unkowns
The Three types of Leverage
Positive Leverage
Negative Leverage
Normative Leverage
Know their religion
The similarity principle
The Power of Hopes and Dreams
Religion as a Reason
It's not crazy, it's a clue
Mistakes
Mistake #1: They are ill-informed
Mistake #3: They have other interests
Mistake #2: They are Constrained
Find the Black Swans
Get Face Time
Observe Unguarded Moments
When it doesn't make sense, there's cents to be made
Overcoming fear and learning to get what you want out of life
