Summary Never Split the Difference Negotiating As If Your Life Depended On It Book cover image

Summary Never Split the Difference Negotiating As If Your Life Depended On It

- Chris Voss, et al
ISBN-10 0062872303 ISBN-13 9780062872302
159 Flashcards & Notes
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A snapshot of the summary - Never Split the Difference Negotiating As If Your Life Depended On It Author: Chris Voss Tahl Raz ISBN: 9780062872302

  • 1 The new rules

  • What is the proffesion of Chriss Voss?
    International kidnapping negotiator
  • What is the FBI's most potent negotiating tool?
    The open-ended question
  • What is a tactic calibrated question?
    Queries other side can respond to but has no fixed answers
  • What do tactic calibrated questions do for you?
    It buys you time
  • What do tactic calibrated questions do to your counterpart?
    Gives him illusion of control without knowing how constrained 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 with logistical issues

    He solves 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

  • Chris wasn't actually saying "no", why is it understandable others think he does?
    The questions sounded 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?
    The passive-aggressive approach.

    Just ask the same 3 open-ended questions over and over and over and over
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