Never Split The Difference By Chris Voss Pdf -

Title: The Art of Negotiation: A Review of "Never Split the Difference" by Chris Voss

1. Set your target price (T).
2. First offer = 0.65 * T.
3. Second offer = 0.85 * T.
4. Third offer = 0.95 * T.
5. Final offer = T, accompanied by non-monetary items to make closure attractive.
6. After each offer, use calibrated questions and labels; squeeze concessions through empathy-based validation.

Strategies for Difficult Negotiations

• The Late-Night FM DJ Voice: Deep, slow, and soothing. This is your default negotiation tone. It creates an aura of authority and safety.
• The Playful/Acquiescent Voice: Upbeat and positive. Used to disarm tension without seeming weak.