AUG 3, 2024
rohit
Reading
Never Split the Difference
Book by Chris Voss & Tahl Raz
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❤️
Sharing few learnings from this book, while reading:
1.1 Don't commit to assumptions —
- Always ask questions to gain a clear understanding rather than assuming you know the answer.
- Take the time to verify facts and data before making decisions or taking action.
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1.2 Negotiation is not an act of battle, it's a process of discovery —
- Strive for solutions where all parties feel they have gained something of value. This mindset shifts the focus from competition to collaboration.
- Listen actively to understand the perspectives and concerns of others. This can uncover valuable insights and lead to more effective negotiations.
- Approach negotiations with a problem-solving mindset. Identify the issues at hand and work collaboratively to find mutually beneficial solutions.
1.3 In this author talked about three voice tones —
i) The late-night FM DJ voice - in this tone you inflect your voice downward, keeping it calm & slow. It create an aura of authority and trustworthiness without triggering defensiveness.
ii) The positive/playful voice - this is your default voice. It's the voice of an easygoing, good-natured person.
iii) The direct/assertive voice - this used rarely. Will cause problems and create pushback.
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1.4 Mirrors work magic —
By mirroring, you prompt the other person to expand on their thoughts and provide more details. This can uncover valuable information that can be used to find mutually beneficial solutions.
You can do mirroring by repeat the last three words(or the critical one to three words) of what someone has just said. We fear what's different and are drawn to what's similar.