Never Split the Difference – Masters of Negotiation series
Never Split the Difference by Chris Voss and Tahl Raz is the most recent book in our Masters of Negotiation series. But it immediately grabbed my attention. It’s easy to read and full of absolute gold.
Chris Voss is a former FBI hostage negotiator. Never Split the Difference presents negotiation based on the techniques he used in that role. If you are negotiating for someone’s life, splitting the difference is a poor strategy!
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Watching this video is worth 2 Management Courses CPD Points*.
(See below for more details)
This video is part of course module number 5.2.4
Program 5: Managerial Skillset
Course 2: Negotiation
Section 4: Masters of Negotiation
Other videos about Masters of Negotiation include:
– Getting to Yes
… https://youtu.be/GNW-7yvDXBc
– Getting Past No
… https://youtu.be/bwb4-5KRjD0
– Never Split the Difference
… https://youtu.be/qGBSPIACG9Y
– Bargaining for Advantage
… https://youtu.be/1JRlfxPUwP0
– Handling Negotiation
… https://youtu.be/5TXLf5C0Zis
Module 5.2.1 covers the Fundamental Model of Negotiation.
Start with the Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90
Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles of Negotiation – https://youtu.be/FiEneNag8cI
Module 5.2.3 covers Tools for Negotiators
Start with How to Ask Questions – https://youtu.be/uy2fS0MhmAQ
LESSON NOTES
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1. Successful negotiation requires thorough preparation for how to proceed. Access all available prior knowledge.
2. Learn to manage your emotions.
3. Practice active listening techniques to make the other party feel a sense of trust.
4. Practice empathy for the other side, to gain trust and understanding.
5. Summarize and repeat their concerns in a way that will make them say, ‘That’s right.’ This builds agreement to your solution.
6. Use the word ‘no’ to uncover points of contention.
7. Use the words ‘how’ or ‘what’ to convince the other party to solve shared problems with you. ‘How’ questions help make agreements practical and actionable.
8. Most communication is nonverbal. You need to be able to interpret tone of voice and body language.
9. Three negotiating styles:
– assertive
– analytical
– accommodating.
10. Make progressive offers so the other party thinks they are getting as much as possible.
11. Look for Black Swans – hidden factors that can completely change the negotiation if you can discover and use them.
More on ‘What is a Black Swan?’ from our sister channel: https://youtu.be/C9R0EDyQybs
RECOMMENDED EXERCISE
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1. Use this as the start for building yourself a checklist of reminders for how to be effective in future negotiations. If necessary, go over other videos to help you build up your checklist. (4 MC CPD Points)
2. Check out the great free resources on Chris Voss’s Black Swan Group website: https://www.blackswanltd.com/home – it is well worth subscribing to the blog. (2 MC CPD Points)
DOWNLOADS
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Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)
RECOMMENDED READING
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Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Management Courses Continuing Professional Development (CPD) Points
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You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 8 MC CPD points
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Note:
Links to our book recommendations are affiliated through Amazon
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