Month: December 2021

Chapter 5 – Trigger the Two Words That Immediately Transform Any Negotiation This chapter starts with Voss introducing the “Behavior Change Stairway Model.”  The five stages of the model are active listening, empathy, rapport, influence, and behavior change.  When implemented correctly, the model leads an adversary to feeling understood, and this leads them to literally… Continue reading Book Notes: “Never Split the Difference” – Chapters 5-6

Chapter 3 – Don’t Feel Their Pain, Label It In a negotiation, Voss claims that it is a mistake to try to avoid emotions and solve problems rationally because “emotions are the problem.”  When emotional, it is hard to think rationally.  He says the key is to label emotions to avoid having them take over. … Continue reading Book Notes: “Never Split the Difference” – Chapters 3-4

The next book in my “Book Notes” series is Never Split the Difference by Chris Voss.  A Wall Street Journal Best Seller, the book claims that life is a series of negotiations.  With over two decades in the FBI, Voss, now a consultant, became the FBI’s lead negotiator in international kidnappings.  As before, I am… Continue reading Book Notes: “Never Split the Difference” – Chapters 1-2

Chapter 7 – Scarcity: The Rule of the Few The scarcity principle is the idea “that opportunities seem more valuable when their availability is limited.”  This principle can take hold even when it merely seems like there are no more products in stock.  Cialdini gives an example where an employee tells a shopper that the… Continue reading Book Notes: “Influence” – Chapter 7