Six Quick Tips from Never Split the Difference
I recently finished “Never Split the Difference” by Chris Voss. Here are a few takeaways to help your next negotiation:
➡️ People use time pressure or deadlines to make the other party do things against their best interest.
➡️ Let the other party commit first – they may be willing to offer more than you were happy to accept, and it gives you information on their position without having to reveal anything yourself.
➡️ Anchor people’s emotions before delivering bad news (like a low offer) – “Oh boy, you’re really not going to like this – I’m almost embarrassed to bring it to you.” “Exaggerating emotions” makes the real thing not look as bad.
➡️ If the other party gives you a low offer, counter with a range. “$4,000? I was expecting more in the range of $5,000 to 6,000.”
➡️ Use Specific / Odd Numbers – it makes it seem like you came to it through research and thoughtful calculation. e.g. $101,890 instead of $100,000.
➡️ Pivot to non-monetary terms – if they can’t meet your price, ask for high-value resources or services to fill the gap. And always ask for a trade-off if conceding something yourself.
Negotiation is a critical skill in Project Management, as you often are accountable for results, but don’t have direct control over many things like Resources or Funding. It’s important that you continuously improve your skills to stay ahead of the game.
See more Leadership articles:
- How To Negotiate for Career Success | 20+ Tips
- Using Maslow’s Pyramid to Motivate your Team
- Don’t Give Up – You Might Be at This Crucial Stage
- Six Negotiating Tips from Never Split the Difference
- The Power of Robert Cialdini’s Six Weapons of Influence
- The Agile Manifesto is Being Corrupted – By Us
- How We See Ourselves Shapes Our Future Actions and Results
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