Never Split the Difference

Question 1

Acting out subtle clues back to a person to build rapport

Answer 1

Mirror

Question 2

X

Answer 2

Labeling

Question 3

Unknown unknowns that provide leverage multipliers. Require tactical digging to find.

Answer 3

Black swans

Question 4

How many black swans does Voss suggest you seek?

Answer 4

Three

Question 5

What kinds of numbers should you use for your offers?

Answer 5

Odd numbers - they seem precise and calculated

Question 6

How prepared should you be for a nego?

Answer 6

Very!

Question 7

What are the open ended questions that are intended to illicit (a certain reponse)?

Answer 7

Calibrated questions

Question 8

Start a calibrated question with (___) or ___

Answer 8

What

Question 9

Start a calibrated question with ___ or (___)

Answer 9

How

Question 10

Don’t hold assumptions. Test ___

Answer 10

Hypotheses

Question 11

___. It. Down.

Answer 11

Slow

Question 12

To battle the voice in your own head, make the other person your

Answer 12

Sole focus

Question 13

___ clears obstacles, builds rapport, and allows reasonable discussion to ensue

Answer 13

Tactical empathy

Question 14

A negotiation isn’t a battle. It’s

Answer 14

A discovery process

Question 15

Voice type 01

Answer 15

Positive and playful, with a smile. A good humor. Used most of the time.

Question 16

Voice type 02

Answer 16

Late night fm dj radio voice. Used to soothe, come off as reasonable, take control in an inoffensive manner.

Question 17

Voice type 03

Answer 17

Aggressive voice. RARELY used

Question 18

X

Answer 18

X