Reading Time: 1 Minute
The man, the myth, the legend, Chris Voss was on the Negotiations Ninja Podcast recently. Yes, the same Chris Voss that was once the lead international hostage negotiator for the FBI and the author of the amazing book, Never Split the Difference.
Reading Time: 6 Minutes
Compromise sucks. By definition, compromise means that both parties are losing on something in the deal.
"But I compromise with my significant other all the time!", you may say out loud.
Uh huh, and how does that make you feel? Did you get what you wanted? Did your significant other? Many people think that negotiation and compromise are the same thing. They're not. Compromise is popular because it seems fair. And if you mean fair in that both parties lose, then I would agree. How many times have you heard, "Let's split the difference" or "Let's meet half way". How many times have you said these things?
Reading TIme: 4 Minutes
Many old school negotiators live in the world of anchoring on a position and fighting to maintain the position. They get stuck on a particular topic and become like a dog with a bone or, if you like, a dragon trying to protect the castle. Turns out dragons aren't very smart. They believe that negotiating is about holding your ground on the draw bridge to the castle. They're willing to die on that draw bridge and kudos to them, they fight hard to maintain their position and dominance on that draw bridge. But, what they don't realize is that the draw bridge isn't the only way into the castle.
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