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. We’re doing audio (4 min) today because tones are involved.​ Click here to listen.​ Tilt your head if you have a hard time getting the pitch right for your mirror.

Yesterday, ​we talked about three tones from the book​ that you can use in negotiations: 1. The Smiling Voice 2. The Late-Night FM DJ Voice 3. The Questioning Voice I gave an example of when you could use the Questioning Voice yesterday, but not the others. The Smiling Voice is a good default voice for…

Today’s email is going to be an audio because I’m talking about three different tones you can use in negotiations.​Click here to listen.​ If you’re just joining in, you may want to check out the initial email on labels and another on common mistakes you can make with them. Josh

I annoyed a family member by talking too much about personal finance and offering unsolicited advice to them. They had their guard up and didn’t want to talk about it. When I learned about Never Split the Difference, I used a label with them that went something like: “It sounds like you don’t think there’s…

Welcome! Thank you for subscribing! Now that I have some subscribers, I think I’ll reiterate some of the main ideas from Never Split the Difference to make sure we’re all on the same page. One of the most effective techniques for everyday negotiation is labels. Labels are a communication strategy that defuse negatives and reinforce…

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…

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.

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.

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…

Today’s audio is about three tones from Never Split the Difference you can use in negotiations.