How To Negotiate (a Great Salary!) | Never Split the Difference Summary 🎯

Today’s video is all about how to negotiate. By following the book: “Never Split The Difference" by Christopher Voss. Christopher Voss is an FBI negotiator and wrote a whole book about his negotiation techniques.

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Transcript:

First of all, put a smile on your face. When the negotiations haven’t started yet you want to come off as playful and easy-going. When people are in a positive frame of mind, they think more quickly and are more likely to collaborate and problem-solve.

Begin with listening and empathizing with your counterpart. It creates trusts and it will make the other person feel heard. A simple technique that works wonders is using a mirror.

Mirrors work magic. Repeat the last three words of what someone has just said. We fear what’s different and are drawn to what’s similar. By repeating back what people say, your counterpart will inevitably elaborate on what was just said and possibly reveal his strategy.

Once you’ve gained enough information you can Label Their Feelings. Chris Voss call’s this Tactical Empathy. This will make your counterpart feel heard and properly listened too. Once you’ve spotted an emotion you want to highlight, the next step is to label it aloud. But no matter how they end, labels should always begin with roughly the same words:

It seems like:
It feels like:
It looks like.

So for instance: It seems like, you’re pretty upset. The reason why we start with “it seems like” is because if your counterpart disagrees with you you can say: I didn’t say that you are upset, it just seems that way. So during the negotiation keep mirroring and labelling. That is until the real negotiation starts.

Now on to the negotiation itself! The brass tax as they say. Remember how you had a playful voice until now. When the negotiation starts you should switch to your “what Chris calls” The late-night FM DJ voice. Inflect your voice downward, keeping it calm and slow. When done properly, you create an illusion of authority without triggering defensiveness.

The negotiation is on.
First of all, let the other guy go first. Maybe you were hoping to negotiate for a 50.000 dollar salary. But by making the other guy go first, you might get lucky. He might start with 54.000 dollars. This happens more often than you think according to Chris. Either way, you should always reject the first offer.

What you should say is “I can’t do that”. Or even better, phrase it like this: “How am I supposed to do that”. An example: “How am I supposed to do that if my rent payment in this city would be 40% my salary.” Followed by a long silence. There’s really nothing your counterpart can say to this and it will make him feel that you’ve got a point.

Now it’s probably time for you to make a counteroffer. You need to go way over your 50.000. Chris call’s this an extreme anchor. So you could say, my offer is 62.500. All you’re doing with this extreme anchor is upping the range you’re negotiation in.

From this point forward you will probably go back and forth with a few offers. You should probably make 3 offers before you come to your real offer.

Now when you make your last offer you should use a bit of silence as if you’re doing some calculations in your head. And your final offer should be precise. Very precise. Remember you want to be around 50.000$. So you say, I’ve done some calculations. I’m okay with 51.257 dollars.

#negotiation #salary #money

Видео How To Negotiate (a Great Salary!) | Never Split the Difference Summary 🎯 канала Lifelong Learner