Never Split The Difference: Quotes
Negotiating as if Your Life Depended on It
Book by Chris Voss
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Summary
Never Split the Difference teaches that negotiation is not about logic and rationality, but about emotional intelligence, empathy, and the subtle art of getting into your counterpart's head to uncover their real motivations and desires.
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These are the best quotes from Never Split The Difference by Chris Voss. If you want to read a full summary of this book for free, click here.
The Secret To Gaining The Upper Hand
"The goal is to identify what your counterparts actually need and get them feeling safe enough to talk about what they want. The latter will help you discover the former. Wants are easy to talk about, representing the aspiration of getting your way, and sustaining any illusion of control we have as we begin to negotiate; needs imply survival, the very minimum required to make us act, and so make us vulnerable."
Section: 1, Chapter: 2
Let the Other Side Go First
"The other guy has stuff he's not showing you, and you're going to have to get him to talk about it. To uncover these things, you have to let him go first. You've got to really listen and look for those opportunities where he reveals his hand."
Section: 1, Chapter: 4
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Who and what are supercommunicators? They're the people who can steer a conversation to a successful conclusion. They are able to talk about difficult topics without giving offence. They're brilliant facilitators and decision-guiders. How do they do it?
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