DiscoverBuild Your Network251: Freestyle Friday | Book Review: Never Split the Difference
251: Freestyle Friday | Book Review: Never Split the Difference

251: Freestyle Friday | Book Review: Never Split the Difference

Update: 2019-03-28
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Description

Travis Chappell reviews the book Never Split the Difference by Chris Voss from the perspective of someone who has an extensive background in door to door sales. Find out why Travis views this book as one of the best sales books out there.


Show Notes:

  • How Chris Voss’s hostage negotiation background never allowed him to “split the difference.”
  • Chris’s six points:
  • Anchor their emotions
  • Let the other guy go first
  • Establish a range
  • Pivot to non-monetary terms
  • When you do talk numbers, use odd ones
  • Surprise with a gift
  • How Chris implements anchoring emotions and a story right from the book.
  • Let the other side anchor monetary negotiations so you don’t undersell yourself.
  • Prepare yourself to withstand the first offer so your reality does not get bent.
  • The Anchor and Adjustment Effect.
  • Whether you should you be the “shark” or the “rookie”.


Key Points:

  1. Anchoring emotions is an effective way to bend reality.
  2. Let the other side anchor monetary negotiations to avoid being undersold.
  3. Learn whether you should be the “shark” or the “rookie” in a given situation.


Tweetable Quotes:

  • “Chris’s background in hostage negotiation taught him the importance of not splitting the difference.” -Travis
  • “I highly, highly recommend Never Split the Difference, to learn effective negotiating skills.” -Travis


Resources Mentioned:

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251: Freestyle Friday | Book Review: Never Split the Difference

251: Freestyle Friday | Book Review: Never Split the Difference