David Quist’s Reviews > Never Split the Difference: Negotiating as if Your Life Depended on It > Status Update

label the other persons fears to diffuse their power.
perform an acusation audit in advance prepares you to head off negative dynamics before they take root. list the worst thing the other party can say about you and you formulate your responses about the situation.
remember u are dealing with soene who wants to be appreciated and understood. use labels to reinforce this idea - these r key things to remmeber

imagine yourself in your counterparts situation. empathy doesnt demand that u agree with the other person, but you acknowledge/convey that you are listening to them.
the reasons y a counterpart will not make an agreement with u are more powerful thatn why they will make one with you. label the barriers to make negotation easier
pause. after you label a barrior let it sink in. the other person will label the silence

20% - by labeling (saying vocally what your opponent is thinking) you make it easier for them to trust you. this is because the brain reacts to labeling emotions with rational thinking, and does not react with emotions as much

label by saying it seems like, it spunds like, it looks like. if they dont like just say "thats not what i said it was, thats what it seems like"

19% - use empathy, which is understanding the other persons feelings and vocalizing it to succeed. By doing so, you can identify their desires/concers, and address them to ensure they are met

Prepare an Ackerman plan (65,85,95,100). You need an extreme anchor, calibrated questions and well defined offers. Decreasing raises and ending in a non round numbers will get your counterpart to believe that he’s squeezing you for all you’re worth when you’re really getting to the number you want

Set boundaries and learn how to punch back with labeling and other described methods

Get ready to take a punch. Kick ass negotiators usually lead with an extreme anchor to knock you off your game. If ur not ready you’ll flee to your maximum without a fight. Make sure you prepare your dodging tactics to avoid getting sucked into the compromise trap

Prepare prepare prepare. When the pressure is on don’t rise to the occasion fall back on what you prepare. Design an ambition but legitimate goal and then game out the labels, calibrated questions, and responses you’ll use to get there. Once you’re at the table you won’t wing it

Use your name to make yourself a real person to the other side and get your own personal discount. Humour and humanity are the best ways to break the ice and remove roadblocks

A persons use of pronouns offers deep insight into their relative authority’s if you’re hearing a lot of i me and my the real power to decide lies elsewhere. If they use a lot of we they and them you are dealing with someone who wants to keep their options open and someone who is a lot smarter