Never Split The Difference By Chris Voss Pdf -

"Split the difference? How am I supposed to do that?"

Them: "I don't think we can pay more than $50,000." You: "Can't pay more than $50,000?" never split the difference by chris voss pdf

"Look, you probably think I’m coming in here to lowball you. You think I don’t respect the quality of your work. You might even think I’m wasting your time. I get it." "Split the difference

By voicing the hostility, you flip a switch in their brain. Their only possible response is, "No, no, that’s not what I think." Once they say "No," they feel safe, and now you can start to negotiate. This is the counter-intuitive heart of the PDF. Every book on Earth tells you to get to "Yes." Chris Voss tells you to force a "No." You might even think I’m wasting your time

Negative emotions have to be drained like pus from a wound. If you don't list their accusations, those thoughts will fester in the back of their mind, blocking the deal.