To ensure commitment, Voss recommends getting the person to agree to the same thing three times in the same conversation. This consistency makes it much harder for them to back out later. You can secure this by following up an agreement with a calibrated question like, "How does that sound to you?".
[Video] Never Split the Difference by Chris Voss Book Review
Use a calm, downward-inflecting, slow voice to create authority and trust. Avoid a high-pitched, fast, anxious tone.
It steals their thunder. When you vocalize their fears or complaints first, it makes those complaints sound ridiculous to them, forcing them to minimize the issue. never split the difference by chris voss pdf
"It seems like you feel we let you down and jeopardized your project." "Can you do $20,000 instead of $22,000?"
By labeling their fears, you disarm them. By labeling their desires, you reinforce them. 4. Beware of "Yes," Master "No"
Avoid questions that can be answered with "Yes" or "No." Instead, use open-ended questions that start with "How" or "What." To ensure commitment, Voss recommends getting the person
Sales negotiation (pricing + scope)
and calibrated questions between each offer to make the other side work for every concession.
Here’s the core content:
It creates rapport and forces the other side to explain themselves without you having to ask aggressive questions.
For those looking to download a digital copy of "Never Split the Difference," there are several options available. Here are a few:
Templates for Common Business Scenarios