Never Split the Difference

Never Split the Difference

1. Tactical Empathy

   • Label and Mirror helps
   • Being aware of others perspective
   • Adversary is the situation
   • Understand

2. Mirroring

   • Feelings and emotions.
   • Assertive, playful, Analyst
   • Repeating the last words
     • tone of voice is important
   • Genuine Curiosity

3. Creating Illusion of Control

   • How am I supposed to do that?
   • Use "how" instead of "what"
   • Forces the empathy from them
   • How can I do to make this better for us
   • Use "us" and "we"

4. Label

   • Validate emotions by acknowledge
   • shortcout
   • dont use "I" and "you"
   • after a good label, be quiet

5. Body Language & Speech Patterns

   • The way is 5 times more impotant
   • Pinocchio Efect

6. Accusation Audit

   • Bringing out their fears.

7. Value of No

   • Give them permision to say no
     • it opens the stage for negotiation
   • "No" is not a ejection
   • Not ready, not understanding, unconfortable, more info, talk it over

8. Bending Reality

9. Bargaining

   • 65, 20, 10, 5 , odd

10. Black Swans

    • make possible the imposible