Never Split the Difference Summary: 10 Negotiation Tips

About this video

• Video Title: Never Split the Difference Summary: 10 Negotiation Tips
• Channel: Brandon Hill - Bizness Professionals
• Speakers: Brandon Hill
• Duration: 00:10:26

Overview

This video summarizes the book "Never Split the Difference" by Chris Voss, a former FBI international hostage negotiator. It provides a brief overview of the book's premise and then details 10 key negotiation tips derived from Voss's experience, aiming to help viewers become more persuasive in both professional and personal negotiations.

Key takeaways

• Focus on the Other Person: Prioritize listening to and empathizing with the other party, as everyone wants to be heard, understood, and accepted.
• Maintain a Positive Demeanor: Smiling and being uplifting can improve the other person's mood, making them more collaborative and less resistant.
• Address Barriers First: Identify and resolve the reasons why someone might object to an agreement before focusing on the benefits of making the deal.
• Avoid Splitting the Difference: Compromising can lead to bad deals; it's often better to have no deal than a poor one.
• Let Others Propose First: When negotiating price or salary, allow the other side to make the initial offer to avoid leaving money on the table.
• Use Odd Numbers: When discussing specific figures, using unconventional numbers can make your proposal seem more calculated and less negotiable.
• Observe Non-Verbal Cues: Pay attention to tone of voice, body language, and facial expressions, as these convey more than words alone (7-38-55 rule).
• Prepare Thoroughly: Success in negotiation depends on your level of preparation; meticulously plan your goals, questions, and responses.
• Utilize the Ackerman Model: Structure offers using a specific sequence of percentages (65%, 85%, 95%, 100% of your target price) to guide negotiations towards your desired outcome.
• Leverage Similarity: Build rapport by finding common ground and highlighting similarities with your counterpart, as people tend to trust and concede to those they perceive as similar.