E30: Author Chris Voss's son, Brandon on the book, "Never Split the Difference"

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6+ y ago 45:26

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Brandon Voss is the son of Chris Voss, author of the terrific book, "Never Split the Difference: Negotiating As If Your Life Depended On It."

In negotiation, there are three types of "yes":

1) Counterfeit (designed to make you go away)
2) Confirmation (innocent, reflexive, black & white)
3) Commitment (the real deal, leads to action)

Is your email getting ignored? Put this in the subject line: "Have you given up on this project?"

Other talking points include:

- Never underestimate the other side's desire to correct you

- The question that stops an aggressive negotiator in his tracks is "How am I supposed to do that?"

- The importance of tactical empathy

And know this: women are better negotiators than men.

It turns out that most females truly understand empathy and that there's power in deference.

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