Newsletter #6: Negotiation

February 16, 2021

A book.

Never Split the Difference: by Chris Voss

This is the best book on negotiation. Whether you’re negotiating with a customer, a landlord, a spouse, or a salesperson – you’ll find it useful. There are a lot of practical tips, but a few key ones are:

  • Ask open-ended questions
  • Be empathetic
  • Listen more than you speak

Another one of Chris’ tips is labeling. If you’re actively listening during a negotiation, you’ll begin to feel what the other person is feeling. Chris says: Label it!

“Sounds like you are frustrated.”

“Seems like you aren’t comfortable with this outcome.”

Label. Then listen. You’ll hear more from their side.

This is a win/win. More information for you and your counterpart feels understood.

A thought.

We often hear the word negotiation and think “I don’t negotiate in my life” or “I’m not in business”.

Think again!

We negotiate every day.

If you have a kid, you negotiate TV time or how much more dinner they need to eat to earn dessert.

If you have a significant other, you negotiate which restaurant you should go to or who is going to do the laundry.

If you have a landlord, you negotiate rent and how long you can stay.

If you have a boss, you negotiate your salary and other ways you’re compensated.

Taking the time to learn a few easy tips (hint: Labeling and Mirroring) can set us up for success in many areas of our lives.

A quote.

“Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.”

Chris Voss

What can you discover in your next negotiation?

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