One of my all-time-favorite books is “Never Split the Difference” by Chris Voss. I highly recommend it! Sharing some of the many nuggets this book has to offer:
“If you approach a negotiation thinking the other guy thinks like you, you are wrong. That’s not empathy, that’s a projection.”
“The beauty of empathy is that it doesn’t demand that you agree with the other person’s ideas”
“Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.”
“Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.”
Here is a wonderful Ted Talk by him:
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