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PACman
Have you played, or at least seen, Pacman? If you have, it’s going to help you remember the PAC method by Matt Essam. It’s an acronym you can use for conversations. P for Present. A for (No) Agenda. C for Curious. Present is a reminder to focus on what the other person is saying, not…
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The Label Game
This exercise will help you apply the concepts we’ve been learning and not just understand them without using them. I got the technique from a recording of a Black Swan group workshop.
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Mirrors
Mirrors keep people talking and help them trust you more. Here’s a crazy story about a mirror, and how you can use them yourself. Tilt your head if you have a hard time getting the pitch right.
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Negotiation Tones – Part 2
Yesterday, we talked about three tones from the book that you can use in negotiations: I gave an example of when you could use the Questioning Voice, but not the others. The Smiling Voice is a good default voice for negotiations because it is pleasant. The Late-Night FM DJ voice is good for calming down…
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Negotiation Tones
Today’s audio is about three tones from Never Split the Difference you can use in negotiations.
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Common Mistakes with Labels
Today’s audio is about common mistakes people encounter when using labels for the first time.
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Labels
This is an introduction to one of my favorite negotiation techniques, labels.
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A Negotiation Series
This short audio is an introduction to a new podcast series on Never Split the Difference by Chris Voss that I’ll be posting here. If you want to subscribe, you can do so here: It’ll send you an email and ask you to click “Confirm email” to confirm your email address.