Never Split the Difference strives to deliver an all-inclusive manual on negotiation theories and tactics, equipping you with the necessary skills for successful negotiations. Voss asserts that effective negotiation occurs at the brain's emotional level, rather than the rational one. As a negotiator, Voss contends, it is your responsibility to cultivate and demonstrate empathy towards your counterpart by recognizing their emotions, gaining insight into their perspective, and ultimately making them feel at ease enough to lower their emotional defenses.
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TIMESTAMPS
0:00 Intro
1:32 Define “Never Split the Difference”
2:16 The 5 Techniques for Understanding Emotions
6:33 Moneyball Example by Michael Lewis
6:54 How to Exploit Cognitive Bias during Negotiations
8:19 Dealing with a Liar
8:46 Bargaining
9:15 3 Main Type of Negotiators
10:34 Dodging Tactics
11:08 Strategic Umbrage
11:36 Black Swan
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