Following up on my blog from August 2017, Negotiation – An Overview, I summarize the excellent book, Never Split the Difference: Negotiating As If Your Life Depended On It, from former FBI negotiator, Chris Voss.
I highly recommend that you read this book to gain deeper insights into negotiation.
My summary below gives some of the insights found in this book.
- We engage in selective listening, hearing only what we want to hear, our minds acting on a cognitive bias for consistency rather than truth.
- Slow. It. Down. Going too fast is one of the mistakes all negotiators are prone to make.
- Put a smile on your face.