Book Recommendation: Never Split the Difference

Image from amazon.

I've been listening (and re-listening) to this book over the past few weeks, and I've really been getting a lot out it. Here's a worksheet that outlines the key points.
I highly recommend taking the time to read/listen to this book despite the great worksheet summary.

Here are a few key takeaways to tide you over until you get a chance to read the book itself or the worksheet:

1. When you're negotiating on price, always let the other person make the first offer. Avoid simply going back and forth with various figures, but when you do get close to your bottom-line price - don't use a round number. If you're going for $500, say $497.35. Why? It sounds like it's based on a well-thought about calculation.
2. Ask calibrated questions in a calm, inquisitive, friendly voice. These are questions like "What are you hoping to accomplish?" and "How am I supposed to do that?"
3. When they answer, pay extremely close attention, listen actively, and use silence to your benefit. Pay attention to tone, what they aren't saying, useful tidbits they might let slip as they answer your questions.

Effective negotiating, or "the art of letting the other person have your way" is an invaluable skill and applies to so many areas of life so I'm looking forward to incorporating these practices and the other outlined in the book into my daily interactions. As talkative, argumentative, impatient person by nature, it's going to be a hell of a challenge, but I welcome it.