I just finished a month of reading Never Split the Difference by Chris Voss, for a Man Book Club I am apart of in my neighborhood. It is a fantastic book. It is one of those books that you know if you read over and over again you would learn new, valuable things each time.
It is clear to me that negotiation is an art form, it is a skill. Anyone can master it, but to master it, it will take time and lots of deliberate practice.
Chris’ shares a few insights into negotiation that I had not thought of before, that I greatly appreciated:
As I pondered on these principles and participated in our book club discussion my mind was led to the following thought: Selfishness is the root of a lot of issues and mistakes made in negotiation. Put another way, if someone is willing to move from selfishness to selflessness, many techniques will naturally begin to occur without having to consciously think about it. When you are totally interested in your counterpart, you are focused on totally listening to them and discovering with them. You stay in control because it is not about you. You invest the time and energy because you aren’t worried about, or at least aren’t focused on, your own discomfort.
I think this principle applies to your relationship with your spouse, children, family, friends, associates, etc.
Thank you for reading.
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