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** spoiler alert ** Never Split the difference:

Learnings:
- Active Listening: listen more than talk.
- Mirroring: repeat the 3 important words in the last sentence your counterpart said.
- Silences: after saying a proposal, something important or labeling/mirroring try a moment of silence, people feel uncomfortable with it and will keep talking.
- Late-Night FM DJ voice: calm and deep.
- Tactical Empathy:
- Labeling: repeating the persons perspectives and feelings back to them.
- Accusation Audit: before sending a harsh info or low ball, you say they’ll think you’re “bad and mean��.
- Summaries: summarizes what your counterpart said and his feelings.
- Paraphrasing: paraphrases what he said to show empathy and understanding.
- Go for “That’s right�� instead of “Yes�� or “You’re right��. It means you understood how the person thinks instead of having him dodging you.
- “No��: aim for a no question in the beginning instead of always going for “Yes��.
- Fairness idea: it’s a great tool to pressure the others proposal
- Deadlines: use them to apply pressure and create urgency.
- Make them feel like not accepting your offer is a loss.
- Questions: always use open ended questions to make them talk and solve your problems: “How�� and “What��. Avoid questions that can be answered with yes or no.
- Calibrated questions: make your counterpart bid against themselves with these, the most common one is “how am I supposed to do that?��. Basically they’re your way of saying “No�� to their proposal but without doing it, this way avoiding to do a counterproposal.
- Bargain:
- Always try to make your counterpart bid first,
- Give a low/high ball in the beginning to set an anchor
- Use ranges to be less aggressive (especially when setting the first price).
- Use odd/weird numbers to seem that is the result of a calculation
- Negotiate non-cash benefits if their proposal is too low, instead of giving a far number. (“What could you offer me that makes this deal great for both of us?��).
- Ackerman system:
- Set your target price (goal)
- Set your first offer 65% above/bellow target
- Calculate three raises of decreasing increments to 85%, 95%, 100%.
- Use lots of empathy and different ways of saying “no�� to get the other to counter before you increase your offer.
- When calculating a final amount use a precise, non-round number.
- On the final number throw a non-monetary item to show that you’re at your limit.
- Black Swan: informations that you don’t know and are game changers. Best way to find them out is to get to know your counterpart personally, ask open-ended questions, make them talk, and listen closely.