20181031【充实计划】第876期

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2018-10-31

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Continue to read book "Never Split the Difference: Negotiating As If Your Life Depended On It" by Chris Voss and Tahl Raz

Chris Voss realized that a lot of the same methodology he would use and teach others were transferrable in business negotiating scenarios. This led him to create a consulting practice and ultimately this amazing book that his real world experience negotiating with the most extreme people on the planet and condenses it into a digestible book that is not only packed with practical information but extremely entertaining stories and cases as well. The book is split up into methods and is extremely readable. The most important thing about this book is that you can actually put it to use the very same day you finish reading the end of the second chapter. I spent an entire two weeks using the mirroring and labeling techniques on my wife and friends after learning them without anyone noticing that i was using them. As you become a master of these techniques you being to incorporate them in everyday negotiations you have with people from getting better seats at a concert, to getting a better price on your car when you buy. The amount of practical and useful information you can gain from this is crucial. Literally after 6 months of taking this course and finishing this book i was able to negotiate a $3,000 pay increase followed by a $10,000 promotion two months later.

The author is a great storyteller, and has some real "wow" moments in this book, both in terms of the kinds of events he has been involved in as a hostage negotiator, and also in terms of some of the results he achieved.
That said, his experiences have limited relevance for, say, the sales rep whose prospect is not trapped in a building surrounded by snipers. Chris's "Keep them talking", constant-discovery, open-ended-question techniques are great in life-or-death scenarios where both sides are forced to interact with one another. But in most real-life negotiations, one side or the other can simply say "thanks, but I'm not interested, please don't call again," and hang up the phone. If you are in a locked-room type scenario, where you have to negotiate until a resolution is reached, this is a great book, and has great insights for how to get the best outcome. But if you are dealing mostly with people who can hang up on you at little or no immediate risk of death or other serious personal consequence, then it's mostly a "tips 'n tricks" compilation, like a thousand other books full of fun stories and interesting ideas.

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充实每一天 发表于 2018-10-31 07:32
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充实每一天 发表于 2018-10-31 07:32
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