Never Split the Difference

Authors: Chris Voss, Tahl Raz

Communication Skills Productivity Preview Book link to amazon

Key Ideas

1. The power of the late-night FM DJ voice

In negotiations, using a late-night FM DJ voice can help establish control and authority, making the other party more likely to listen and comply.

2. The importance of empathy

Empathy is crucial in negotiations as it allows you to understand the other party's perspective and emotions, enabling you to build rapport and influence their decision-making.

3. Mirroring and labeling

Mirroring and labeling techniques involve mimicking the other party's behavior and emotions and verbalizing their feelings, respectively. These techniques help create a conn....
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Quiz

1. What is the importance of using a late-night FM DJ voice in negotiations?

Establishing control and authority

Building rapport with the other party

Creating a sense of urgency

Demonstrating empathy

2. What technique involves mimicking the other party's behavior and emotions?

Mirroring

Labeling

Calibrated questioning

Framing

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