Page 5 - ISI Directory September 14

SEPTEMBER
{Theme} Splitting The Difference BOOK OF THE MONTH
Never Split The Difference by Chris Voss
Week of September 4: Read chapters 1 - 3
Question #2
Negotiation in a tit-for-tat, reciprocity-driven manner fails because we all want to extract something from each other, but don’t want to give. Are you only willing to give if you get something in return?
Question #1
Question #2
The majority of interactions we have at work and at home boil down to
a simple, animalistic urge: I want. What “wants” are you negotiating the hardest for?
Good negotiators precisely label emotions, belonging to others and themselves, and then talk about them without getting wound up. Are you able to unplug emotionally while negotiating?
Week of September 11: Read chapters 4-5
Question #1
Question #2
Question #3
“How” questions, correctly used, are gentle and graceful ways to say “no” and guide your counterpart to develop a solution that’s your own. How good are you with asking “how” questions?
Black Swan theory tells us that things happen that were previously thought to be impossible, or never thought of at all. Are you open minded enough to search for never thought of negotiation possibilities?
What is your strongest takeaway?
Question #1
Question #2
By giving someone permission to say “no” to your ideas, emotions calm, effectiveness increases, and the other party can really look at your proposal. Are you ok with giving others permission to say “no?”
Before you convince someone
to see what you’re trying to accomplish, you must say the things to them that will get them to say “that’s right.” Are you willing to put this effort into your next request?
Week of September 25: Read chapters 8-10
Week of September 18: Read chapters 6-7
Question #1 We don’t compromise because it’s right, but because it’s easy and we
save face. Distilled to its essence, we compromise because it’s safe. Do you normally compromise?
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