Questions and Answers
What is the main purpose of asking open-ended questions in negotiation?
In Chapter 2, what is emphasized about body language?
The sweet words in a negotiation are ______.
That's right
What should you aim for first in a negotiation?
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Labeling emotions helps the other party address their feelings.
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What does the Akerman Plan of Negotiating start with?
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What is important to do when someone is acting irrationally during a negotiation?
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What is the purpose of calibrated questions in negotiation?
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What is tactical empathy?
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Study Notes
Chapter 1 - Set Up
- Utilize open-ended questions to create the perception of power for the other party.
- Listening is essential; engage actively to ensure all parties feel heard.
- Frame negotiation as a collaborative effort.
Chapter 2 - Mirroring
- Engage by silencing internal thoughts and focusing on the speaker.
- Maintain a slow conversation pace to foster comfort.
- Positive body language is crucial; use upward inflection to keep discussions open.
Chapter 2 - Mirroring - Pt.2
- Repeating the last three words of a statement shows engagement and prompts further elaboration.
- Value the mindset over being right; view negotiation as a process of discovery.
Chapter 3 - Labeling
- Empathy is fundamental; misunderstandings are frustrating in communication.
- Labeling emotions can clarify feelings, using phrases like “it feels like you feel [emotion].”
- Avoid personalizing statements with "I feel," to keep discussions constructive.
Chapter 3 - Labeling - Pt.2
- Labeling helps the other party articulate their emotions and resolve conflicts.
- Tackle mistakes directly; anticipate criticisms to address them preemptively.
Chapter 4 - Master "No"
- Pressuring for “yes” can backfire; aim for “no” to empower the other party.
- A strategic “no” can initiate negotiations; start conversations with questions that invite a “no” response.
Chapter 5 - That's Right
- "That's right" signals understanding, while "You're right" often denotes concession.
- Reach “that's right” by summarizing the other party's concerns accurately, fostering positive engagement.
Chapter 6 - Beware "Yes" Master "No"
- Treat “yes” cautiously; it may just appease rather than indicate agreement.
- Prioritize gaining a “no” initially; addressing concerns builds trust and promotes empowerment.
Chapter 7 - Bend Their Reality
- Shape perceptions more than facts; establish extreme anchors to shift possibilities.
- Employ calibrated open-ended questions (starting with "what" or "how") to reveal insights into the other person's perspective.
Chapter 8 - Create The Illusion of Control
- Use “how” questions to make the counterpart feel empowered and steer negotiations.
- Rephrase refusals using "how," enhancing acceptance of outcomes and making agreements feel genuine.
Chapter 9 - Guarantee Execution
- Preparation is key; performance relies on prior groundwork.
- Propose extreme anchors during price negotiations to unsettle the other side, making adjustments appear less negotiable.
Chapter 10 - The Black Swan
- Stay adaptable; every negotiation is unique and can reveal new information.
- Investigate the emotional context of the other party; differing perceptions may unveil hidden insights.
Confronting without Confrontation
- Employ a calm, soothing voice and begin with an apology.
- Use mirroring techniques and strategic silences to encourage openness from the other party.
Tactical Empathy
- Grasping emotions and underlying sentiments enhances influence in negotiations.
- Effective empathy focuses on understanding rather than agreeing with the other party's viewpoint.
Akerman Plan of Negotiating
- Initially propose 65% of the asking price, then move to 85%, 95%, and ultimately 100% to give the impression of negotiation pressure.
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Description
Test your understanding of key concepts from the book 'Never Split the Difference'. This quiz focuses on chapters 1 and 2, covering negotiation strategies like active listening and mirroring techniques. Prepare to enhance your negotiation skills based on effective communication tactics.
