{"id":389,"date":"2020-08-23T15:24:22","date_gmt":"2020-08-23T14:24:22","guid":{"rendered":"https:\/\/blog.thomarite.uk\/?p=389"},"modified":"2020-08-23T15:24:22","modified_gmt":"2020-08-23T14:24:22","slug":"never-split-the-difference","status":"publish","type":"post","link":"https:\/\/blog.thomarite.uk\/index.php\/2020\/08\/23\/never-split-the-difference\/","title":{"rendered":"Never split the difference"},"content":{"rendered":"\n<p>Just finished this <a href=\"https:\/\/smile.amazon.co.uk\/Never-Split-Difference-Negotiating-Depended\/dp\/1847941494\">book<\/a>. I heard about it from my goland training&#8230; and actually it is quite good. You see the extrapolation of negotiation techniques from a FBI negotiator to the business world. One the first things I noticed is how he highlights the importance our the lack of rationality based on &#8220;<a href=\"https:\/\/smile.amazon.co.uk\/Thinking-Fast-Slow-Daniel-Kahneman\/dp\/0141033576\">Thinking, fast and slow<\/a>&#8221; when making decisions.<\/p>\n\n\n\n<p>I dont consider myself a good negotiator or bargainer but you can always learn something new like about how to negotiate a pay rise \ud83d\ude42<\/p>\n\n\n\n<p>It is interesting the focus in:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Mirroring the other side: create rapport<\/li><li>Labelling: create trust reusing words.  Proof you are listening.<\/li><li>Look for the &#8220;<strong>No<\/strong>&#8220;: This is quite unusual as you are always pushed for the &#8220;yes&#8221;. The &#8220;No&#8221; provides a lot info for getting to the real deal.<\/li><li>Use &#8220;How&#8221;, &#8220;What&#8221;. Avoid &#8220;Why&#8221;.<\/li><li>Body language is very important and how you say things. Keep feelings at bay. Remember the night show&#8217;s DJ voice. Be ready to take a punch.<\/li><li>Create the illusion of control in the other side<\/li><li>Find the lair\/time-waster. Ensure the next steps.<\/li><li>Ackerman Bargaining: start at 65% of your target price. Increase to 85%, 95% and 100%. Use empathy and different ways to say &#8220;no&#8221;.  Use precise, nonround numbers for the final offer. <\/li><li>Not all is about the money. You can use non monetary items to get the deal (free publicity, etc)<\/li><li>Find Unknown Unknows (aka the black swan)<\/li><\/ul>\n\n\n\n<p>As the author says, it is better &#8220;no deal&#8221; than a &#8220;bad deal&#8221;.<\/p>\n\n\n\n<p>I hope I can remember things for the next time I am in negotiation situation.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Just finished this book. I heard about it from my goland training&#8230; and actually it is quite good. You see the extrapolation of negotiation techniques from a FBI negotiator to the business world. One the first things I noticed is how he highlights the importance our the lack of rationality based on &#8220;Thinking, fast and &hellip; <a href=\"https:\/\/blog.thomarite.uk\/index.php\/2020\/08\/23\/never-split-the-difference\/\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;Never split the difference&#8221;<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5],"tags":[],"class_list":["post-389","post","type-post","status-publish","format-standard","hentry","category-books"],"_links":{"self":[{"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/posts\/389","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/comments?post=389"}],"version-history":[{"count":1,"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/posts\/389\/revisions"}],"predecessor-version":[{"id":390,"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/posts\/389\/revisions\/390"}],"wp:attachment":[{"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/media?parent=389"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/categories?post=389"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.thomarite.uk\/index.php\/wp-json\/wp\/v2\/tags?post=389"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}