Never Split the Difference: Negotiating As If Your Life Depended On It by Chris VossMy rating: 4 of 5 stars
Great book on negotiation, very practical and easily implementable on your day-to-day work, and very easy to read. Should be mandatory, among others, on every sales capabilities program!
It's a great (if not mandatory) complement to the hard-skills you should know about negotiation and challenged several beliefs that i had and it made me think on how to approach every negotiation process.
Beside reading it, i will study it and will definitely read my notes every time i will enter a more demanding negotiation process to complement the other negotiation tools that i already have in my negotiation strategy bag-pack.
Concepts like:(i) Labels/Accusation Audit, (ii) Calibrated Questions; (iii) Questions to identify deal killers; (iv) how to diffuse deal-killing issues; (v) how to leverage noncash offers, (vi) identify black swans; (vi) how to set goals to maximize your possible outcome (not settle with one that is in the ZOPA range); (vii) how to be a mirror; (viii) how to master the No and get "That's right" moment, etc...are of great value!
Would be great if you do not read it so i can have leverage on the next negotiation process.
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