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

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

How to bargain hard: identify your counterparts negotiation style. They can be accommodative (just wants to agree with you and make sure you are still friends regardless of business) analyst (hates surprises and analyzes everything to the core. Likes to take time when coming to a solution) or Assertive (likes to hear themselves talk and is straight to the point. Doesn’t care about future deals)

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

Is the yes real or counterfeit? Test it with the rule of 3: use three calibrated qyestions, summaries and labels to get your counterpart to reaffirm their agreement at least 3 times. Make sure the confirmations are not simple yes but things that require contemplation.

Follow 7-38-55 percent rule. 7 percent language 38 percent tone, 55 percent body language and attitude. Incongruent between the words and overall signs will show that the negotiator is lying.

Use how questions to shape the negotiating environment. You do this by using: how can I do that as a gentle version of no. This will subtly push your counterpart to search for other solutions (your solutions) and will make them bid against themselves

How to guarantee execution: ask calibrates how questions and ask them again and again. Asking how keeps your counterparts engaged but off balance. Answering the questions will give them the illusion of control. Will also let them contemplate your problems while making demands