Podcast: Play in new window | Download
On this episode, we finish up our discussion of Never Split the Difference, one of the best books on negotiation we’ve come across in a long time. On the show today, we’ll get into some of our favorite takeaway lessons Chris Voss uses when it comes to high stakes negotiation.
One of the favorites we discuss is the art of bending reality. To bend reality, you have to start with the basics of empathy by acknowledging all of your counterpart’s fears. When you anchor someone’s emotions in preparation for loss, you stoke their aversion to loss. People, in general, have a great fear of loss than a desire for gain.
We’ll be discussing this along with some other negotiating lessons we took from the book.
