2018-10-27
昨日阅读1小时,累计阅读436小时
Continue to read book "Never Split the Difference: Negotiating As If Your Life Depended On It" by Chris Voss and Tahl Raz
The book exposed you to a whole different way of negotiating, questioning the rational toolkit I’d been given in business school and replacing it with a more human set of tools. This set based on psychology and understanding of normal human emotions. It builds on empathy and active listening skills, layers on ways to label emotions and ask open-ended calibrated questions. It includes polite ways to say “no” without offending the other party, and many more. Most importantly it builds a framework that lets you deeply understand what the other party needs, wants, and desires, and work with them to achieve an outcome where you get your goals met — without ever “splitting the difference” again.
And it has worked wonders. Since reading this book, you would have:
- Forged a better relationship with my fiancée by actively listening to her before jointly finding solutions
- Negotiated successful resolutions to emotionally charged topics with parents and friends
- Brought angry customers — who felt we had failed them — back from the brink to trusting us again
- Forged a better relationship with my business partners by understanding how they value time, silence, relationships, surprises, etc…
- Gotten discounts on things that I didn’t think could be discounted, just by using my name
- Gotten to the front of the waiting line at busy restaurants
- Said no to bad deals, because no deal is better than a bad one
- the list goes on.
This book is the start of a rabbit hole that you might want to keep digging down. Negotiation, in the broadest sense as described above, is something everyone want to become an expert in, because every conversation is a negotiation. This is likely the most useful skill you can learn and apply.
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