The Key To Effective Communication.
In the book, Dont be a Dick, author Menward writes ‘Once upon a time, there was a man who believed in an ethical code of conduct when communicating.
Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most — when people’s lives were at stake.
Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion. ‘Filled with insights that apply to everyday negotiations.’ Business Insider ‘A stupendous book.’ The Week ‘It’s rare that a book is so gripping and entertaining while still being actionable and applicable.’ Inc.
But anything you throw out that sounds less rounded — say, $37,263 — feels like a figure that you came to as a result of thoughtful calculation. Such num-bers feel serious and permanent to your counterpart, so use them to fortify your offers.
Use your own name to make yourself a real person to the other side and even get your own personal discount. Humor and humanity are the best ways to break the ice and remove roadblocks.
(img)In the publication Top 91 Stupid Simple Quotes & Sayings Author Mr Karlsson writes the stupi
All negotiations are defined by a real estate network of subterranean desires and needs. Don’t let yourself be fooled by the surface. Once you know that the Haitian kidnappers just want party money, you will be miles better prepared.
■ Splitting the difference is wearing one black and one brown shoe, so don’t compromise. Meeting halfway often leads to bad deals for both sides.
■ Approaching deadlines entice people to rush the negotiating process and do impulsive things that are against their best interests. The F-word — “Fair” — is an emotional term people usually exploit to put the other side on the defensive and gain concessions. When your coun- terpart drops the F-bomb, don’t get suckered into a concession. Instead, ask them to explain how you’re mistreating them.
VICE PRESIDENT DICK ADVICE — DON’T BE A DICK
■ You can bend your counterpart’s reality by anchoring his starting point. Before you make an offer, emotionally anchor them by saying how bad it will be. When you get to numbers, set an extreme anchor to make your “real” offer seem reasonable, or use a range to seem less aggressive. The real value of anything depends on what vantage point you’re looking at it from.
■ People will take more risks to avoid a loss than to realize a gain. Make sure your counterpart sees that there is something to lose by inaction.
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