Never Split the Difference Flashcards
In a Negotiation, which takes precedence, Emotion or Cognition?
Emotion. Although cognition is essential, it is highly influenced by the negotiator’s emotional state.
What is the Black Swan definition of Active Listening?
The use of your full attention to analyse your opponent’s conduct and engage with them in real time.
This is made easier by a slower pace.
What are your Three Modes of Speech?
- Calm: Marked by a deep, steady, reasonable voice.
- Warm: Marked by a happy, friendly, empathetic voice.
- Strong: Marked by a clear, powerful, assertive voice.
Which Non-Verbal Modalities are Important to Note and Use in a Negotiation?
- Attire.
- Eye contact.
- Body language.
- Paralinguistics.
- Facial expressions.
- Physiological reflexes.
Which Modalities does Paralinguistics include?
- Pitch.
- Tone.
- Accent.
- Tempo.
- Silence.
- Volume.
- Rhythm.
- Intonation.
- Articulation.
- Vocalisation.
What is the Black Swan definition of Mirroring?
- The repetition of the last three words, or most important words, in a given phrase;
- WIth a similar delivery to the opponent.
For a Mirror to do its work, you have to let it. Once delivered, step back, stay silent, and listen up.
How can you Confront without Confrontation?
- Use the Calm Mode.
- Say, “I’m sorry.”
- Mirror inquisitively and respectfully, inviting elaboration.
- Wait silently.
What is Black Swan definition of Empathy?
The ability to
* Understand an opponent’s emotional state; in order to
* Uncover their proximal and distal motivations; and
* Inform tactical and strategic decision-making.
What is the Black Swan definition of Labelling?
The recognition and verbalisation of the opponent’s emotions using the Calm Mode.
This validates them and makes their worries seem less worrisome.
Labels are especially effective at diffusing negative emotions so long as they are delivered directly, sincerely, compassionately, and without judgement.
How should a Label be delivered?
Either as a statement or a question, but always in the Calm mode and beginning with a clause like:
* It looks like.
* It seems like.
* It feels as if.
* It sounds as if.
This makes makes the Label less confrontational.
Just like with a Mirror, if you want a Label to work, sit back silently after delivering it.
What is an Accusation Audit?
A series of Labels meant to diffuse negative preconceptions your opponent may hold toward you and disarm a confrontation.
What is the Value of ‘No’ in a Negotiation?
It gives your opponent a sense of control, so get them to say it as early as possible.
What may ‘No’ mean in a Negotiation?
- I cannot afford it.
- I am uncomfortable.
- I do not understand.
- I want something else.
- I need more information.
- I am not yet ready to agree.
- I need to talk to someone else.
After ‘No’, try to Label the obstacle or ask a solution-based question.
What are the Three Types of ‘Yes’ in a Negotiation?
- Counterfeit.
- Confirmatory.
- Committal.
What is the Black Swan definition of a Paraphrase?
A unique, concise, accurate rephrasing of the opponent’s perspective, used to show empathy.