: "Splitting the difference" is often a lose-lose compromise; the goal is to uncover hidden information (Black Swans) to gain a superior outcome. Critical Techniques from the Audiobook
The book rejects standard academic negotiation theories, focusing instead on human psychology and emotional intelligence. Listening to the audio helps you master these five core concepts: 1. Tactical Empathy never split the difference audiobook online listen 2021
That night, she sat in the dark, earbuds in, replaying Chapter 8: “The goal is not to be nice. The goal is to be effective.” : "Splitting the difference" is often a lose-lose
The audiobook format emphasizes the "Late Night FM DJ Voice"—a calm, downward-inflecting tone used to soothe the other party. Key tactics include: Tactical Empathy That night, she sat in the
Within the first hour, Voss teaches you to repeat the last one to three words your counterpart just said. In the audiobook, you hear the exact deadpan tone required. Mirroring forces the other party to elaborate and reveal their strategy without feeling interrogated.
Disclaimer: This article is for informational purposes. Always listen via authorized platforms to support the author, Chris Voss, and the publishers.
This is not about being nice; it is about understanding the counterpart’s situation and feelings to spot their underlying motives. By listening intently, you gather the intelligence needed to influence their decisions. 2. Mirroring and Labeling