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Never split the difference by christopher voss

02.09.20182

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Never be needy for a deal. Establish a ballpark figure with credible references to support your statement. By letting them anchor you also might get lucky:

Never split the difference by christopher voss


Set your first offer at 65 percent of your target price. In one study by Richard Wiseman, the average tip of the waiters who mirrored was 70 percent more than of those who used positive reinforcement. Or, if their offer is low you could ask for things that matter more to you than them.

Never split the difference by christopher voss

Never split the difference by christopher voss

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Comments (2)

  1. Labeling negatives diffuses them or defuses them, in extreme cases ; labeling positives reinforces them.

  2. The Ackerman Model The Ackerman model is an offer-counteroffer method.

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