Never Split the Difference Flashcards

Questions and Answers

Why did negotiation tactics in the past not work?

They were focused on emotions

They utilized feelings over facts

They were conceived in the 1980s (correct)

They prioritized logic and reasoning (correct)

What is the greatest tool in negotiating?

Really listening to what the other person is saying.

What is the FM DJ Radio Voice?

Bringing your tone of voice downward at the end.

The four overarching principles for a positive negotiation are: use the FM DJ Radio Voice, start with 'I'm sorry...', mirror the other person, and add ___ for at least 4 seconds.

silence Signup and view all the answers

What is a great negotiator's aim?

To use their skills to reveal surprises they're certain to find. Signup and view all the answers

Negotiation is a battle or argument.

False Signup and view all the answers

What is labeling in negotiation?

Recognizing and pointing out the counterpart's fears. Signup and view all the answers

What is the advantage of listing negative qualities about yourself?

It encourages the other person to claim the opposite is true. Signup and view all the answers

What does it mean to put yourself in their shoes?

To imagine yourself in the counterpart's situation. Signup and view all the answers

Why do you want to ask questions that get the other side to disagree?

To help them feel empowered and draw their own boundaries. Signup and view all the answers

What does 'no' mean in a negotiation?

It often just means 'wait,' 'I'm not comfortable with that,' or 'you need to explain more.' Signup and view all the answers

What is unconditional positive regard?

Having positive aspirations and regard for the other side. Signup and view all the answers

What does 'That's right!' signify?

A confirmation and affirmation of their worldview. Signup and view all the answers

What is prospect theory?

People prefer certainty for gains but take risks to avoid losses. Signup and view all the answers

The six steps of using prospect theory in a negotiation include anchoring emotions, letting the other side go first, establishing a range, using _ items, talking numbers in _, and surprising with a gift.

nonmonetary; nonwhole Signup and view all the answers

What is the most important question to ask any employer while interviewing?

What does it take to be successful at this job here? Signup and view all the answers

What do creative solutions require?

Risk, annoyance, confusion, and conflict. Signup and view all the answers

What is the F word in negotiations, and how should you use it?

The F word is 'fair,' and it appeals to morals and pride. Signup and view all the answers

What is more important than what you're trying to gain or sell?

The other side's pain, problems, unmet needs, and objectives. Signup and view all the answers

Study Notes

Negotiation Tactics Evolution

Past negotiation tactics relied on logic, reasoning, and data, failing to tap into emotional appeal.
Emotional engagement is proven to be more effective in negotiations compared to purely logical arguments.

Key Listening Skills

Active listening is crucial; focus on understanding rather than planning your response.
Listening creates a more collaborative and open negotiating environment.

Vocal Techniques

Use the FM DJ Radio Voice by lowering tone at the end of statements to project control and authority.

Principles for Positive Negotiation

Incorporate the FM DJ Radio Voice, begin with "I'm sorry," mirror the other person, and utilize strategic silence during proposals.

Goals of a Skilled Negotiator

Aim to uncover surprises and insights during negotiations through effective questioning and listening.

Nature of Negotiation

Negotiation is not a combative argument but a discovery process aimed at gathering information.

Labeling Fears

Recognizing and articulating the counterpart's fears can diminish their impact and facilitate a more open dialogue.

Addressing Negative Qualities

Preemptively state the worst negative qualities about yourself to disarm the other party and encourage them to counter these claims.

Empathy in Negotiation

Truly empathize with the other party's situation fosters genuine interest and understanding, enhancing negotiation outcomes.

Crafting Disagreements

Formulate questions that lead the other side to disagree; it empowers them and clarifies boundaries.

Understanding "No"

A "no" typically indicates interest or discomfort, serving as a starting point for negotiation and requires further exploration.

Unconditional Positive Regard

Maintaining a positive outlook toward the other party opens pathways for constructive change and resolution.

Confirming Shared Understanding

Use phrases like "That's right!" by summarizing their points accurately, reinforcing their confidence and connection.

Prospect Theory

People prefer guaranteed gains but are willing to risk losses; understanding this can guide negotiation strategies.

Applying Prospect Theory

Emotional anchoring, allowing the other side to make the first offer, establishing a realistic range, and creative nonmonetary offerings enhance negotiation effectiveness.

Essential Interview Question

In job interviews, asking "What does it take to be successful at this job here?" is crucial for understanding employer expectations.

Creative Solutions Challenge

Innovative solutions in negotiations require a willingness to embrace risk and discomfort, which are absent in simple compromises.

Importance of Fairness

Using the term "fair" in negotiations appeals to morality and promotes a sense of equity, making it a powerful leverage tool.

Focus on Counterpart's Needs

Prioritize understanding the other party's pain points and unmet needs over purely transactional goals for successful negotiations.

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Description

Explore the key concepts behind effective negotiation tactics from Chris Voss's 'Never Split the Difference'. These flashcards highlight the evolution of negotiation strategies, focusing on emotional appeal over traditional logic-based methods. Ideal for those looking to enhance their negotiation skills.