285 books
—
79 voters
Punch
“
If they do there are ways to weather the storm without bidding against yourself or responding with anger. Once you learn these tactics, you’ll be prepared to withstand the hit and counter with panache. First, deflect the punch in a way that opens up your counterpart. Successful negotiators often say “No” in one of the many ways we’ve talked about (“How am I supposed to accept that?”) or deflect the anchor with questions like “What are we trying to accomplish here?” Responses like these are great
...more
”
― Never Split the Difference: Negotiating As If Your Life Depended On It
― Never Split the Difference: Negotiating As If Your Life Depended On It
“
No matter what happens, the point here is to sponge up information from your counterpart. Letting your counterpart anchor first will give you a tremendous feel for him. All you need to learn is how to take the first punch.
”
― Never Split the Difference: Negotiating As If Your Life Depended On It
― Never Split the Difference: Negotiating As If Your Life Depended On It
