Summary: Never Split The Difference Negotiating As If Your Life Depended On It | 9780062872302 | Chris Voss, et al
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Read the summary and the most important questions on Never Split the Difference Negotiating As If Your Life Depended On It | 9780062872302 | Chris Voss; Tahl Raz
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1 The new rules
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What is the proffesion of Chriss Voss?
International kidnappingnegotiator -
What is the FBI's most potent negotiating tool?
The open-ended question -
What is a tactic calibrated question?
Queries other side canrespond to but has no fixed answers -
What do tactic calibrated questions do for you?
Itbuys you time -
What do tactic calibrated questions do to your counterpart?
Gives himillusion of control without knowing howconstrained they are -
The frame of the conversation changes by the tactic calibrated questions. How is it shifted?
From how i'd respond to how professor deals withlogistical issues
Hesolves my problems now -
"How am I suppose to pay him and how am I suppose to know that my son was alive?" are examples of tactic calibrated questions. Why?
Because you can respond to it but it has no fixed answers -
1.1 How to become the smartest person... in any room
This is a preview. There are 2 more flashcards available for chapter 1.1
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Chris wasn't actually saying "no", why is it understandable others think he does?
The questionssounded like "no" -
What about the open ended questions make the other side falter and negotiate with themselves?
It insinuates dishonesty and unfairness -
By what approach does the opponent get worn out answering and give me everything i want?
Thepassive-aggressive approach.
Just ask the same 3open-ended questions over and over and over and over
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Topics related to Summary: Never Split The Difference Negotiating As If Your Life Depended On It
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The new rules - Heart vs Mind
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The new rules - The FBI gets emotional
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The new rules - Life is negotiation
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The new rules - The book
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Be a mirror - Assumptions blind, hypotheses guide
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Be a mirror - Calm the schizophrenic
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Be a mirror - The voice
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Be a mirror - Mirroring
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Be a mirror - Key lessons
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Don't feel their pain, label it - Tactical empathy
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Don't feel their pain, label it - Labeling
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Don't feel their pain, label it - Neutralize the negative, reinforce the positive
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Beware yes, master no
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Bargain hard