During six one-hour lunch sessions, participants will be introduced to tested and approved negotiating tactics with real workplace application based on the popular book Never Split the Difference by former FBI hostage negotiator Chris Voss. Each session includes a facilitated guide of the ten "how-to" concepts, resources to take back to the office, and the opportunity to engage with fellow business people. Attendees are welcome to bring a lunch.
Life is a series of negotiations: whether buying a car, getting a raise or deliberating with your partner, Never Split the Difference gives you the competitive edge in any discussion. Below is a content summary.
Chapter 1: The New Rules How to Become the Smartest Person...In Any Room
Chapter 2: Be a Mirror How to Quickly Establish Rapport
Chapter 3: Don't Feel Their Pain, Label It How to Create Trust with Tactical Empathy
Chapter 4: Beware "Yes" - Master "No" How to Generate Momentum & Make it Safe to Reveal the Real Stakes
Chapter 5: Trigger the Two Words That Immediately Transform Any Negotiation How to Gain Permission to Persuade
Chapter 6: Bend Their Reality How to Shape What is Fair
Chapter 7: Create the Illusion of Control How to Calibrate Questions to Transform Conflict into Collaboration
Chapter 8: Guarantee Execution How to Spot the Liars and Ensure Follow-Through from Everyone Else
Chapter 9: Bargain Hard How to Get Your Price
Chapter 10: Find the Black Swan How to Create Breakthroughs by Revealing the Unknown Unknowns