Never Split the Difference: Negotiating As If Your Life Depended On It
A masterclass in high-stakes negotiation, tactical empathy, active listening, calibrated questioning, psychological anchoring, and uncovering Black Swans, based on former FBI lead international kidnapping negotiator Chris Voss.
248 cards8 lessonsFree
NEVER SPLIT · FACT
Traditional negotiation theory emer
Traditional negotiation theory emerged from rational-actor economic assumptions that failed to account for primal human emotions in high-stakes crises. Classic bargaining theory assumed rational self-interest, but high-stakes crisis negotiations demonstrated that human decisions are fundamentally driven by irrational emotions and cognitive biases.
Ten of its 248 cards, from the same pack file the app reads.
8 lessons.
Each lesson has a study guide to read and objectives you can test yourself on. Its cards and games show up in your feed.
- 01
The New Rules & Active Listening Foundations
From Harvard to Hostage Negotiations: The Emotion Revolution · Tone and Mirroring: The Voice of Calm Control
- 02
Tactical Empathy & Affect Labeling
Tactical Empathy and Rapport-Building · Affect Labeling and the Accusations Audit
- 03
Mastering 'No' & The 'That's Right' Epiphany
Mastering No: Autonomy, Safety, and Counterfeit Yes · The That's Right Epiphany and the Summary Protocol
- 04
Bending Reality & Psychological Framing
Prospect Theory and Loss Aversion in Deals · Anchoring, Extreme Ranges, and Non-Monetary Value
- 05
Calibrated Questions & The Illusion of Control
The Architecture of Calibrated Questions · The 'How Am I Supposed to Do That?' Pivot
- 06
Guaranteeing Execution & Detecting Tells
The 7-38-55 Rule and the Rule of Three · Spotting Deception and The Pinocchio Effect
- 07
Negotiator Types & The Ackerman Bargaining System
The Three Negotiator Archetypes: Analyst, Accommodator, Assertive · The 6-Step Ackerman Bargaining Protocol
- 08
Uncovering Black Swans & Ultimate Leverage
Finding Black Swans: The Unknown Unknowns · Overcoming Paradoxes and the Negotiation Mindset
What you'll be able to do 16 objectives, from the pack's lessons
- Demonstrate a comprehensive understanding of The Emotion Revolution.
- Demonstrate a comprehensive understanding of The Voice of Calm Control.
- Demonstrate a comprehensive understanding of Tactical Empathy and Rapport-Building.
- Demonstrate a comprehensive understanding of Affect Labeling and the Accusations Audit.
- Demonstrate a comprehensive understanding of Autonomy, Safety, and Counterfeit Yes.
- Demonstrate a comprehensive understanding of The That's Right Epiphany and the Summary Protocol.
- Apply and recall the foundational laws and definitions of Prospect Theory and Loss Aversion in Deals.
- Demonstrate a comprehensive understanding of Anchoring, Extreme Ranges, and Non-Monetary Value.
- Recall the key findings in The Architecture of Calibrated Questions.
- Demonstrate a comprehensive understanding of The 'How Am I Supposed to Do That?' Pivot.
- Apply and recall the foundational laws and definitions of The 7-38-55 Rule and the Rule of Three.
- Demonstrate a comprehensive understanding of Spotting Deception and The Pinocchio Effect.
- Demonstrate a comprehensive understanding of Analyst, Accommodator, Assertive.
- Demonstrate a comprehensive understanding of The 6-Step Ackerman Bargaining Protocol.
- Demonstrate a comprehensive understanding of The Unknown Unknowns.
- Apply and recall the foundational laws and definitions of Overcoming Paradoxes and the Negotiation Mindset.
- Cards
- 248
- Lessons
- 8
- Version
- 1.0.14
- Language
- English
The whole pack is one file. Read the pack file ↗
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