Video
Never Split the Difference | Chris Voss | Talks at Google
Chris Voss · Talks at Google Free Intermediate
An hour with the author himself, walking through the tactics from the book in a conversational setting, useful if you would rather watch than read. He explains why compromise is usually the worst outcome and how to use questions to draw a hesitant prospect back into the conversation. A good primer before you buy the book.
- Compromise often leaves both sides unhappy, aim to uncover the real issue instead.
- People reveal more when you ask how they would do something than when you ask why.
- Tactical empathy, naming what the other side feels, defuses defensiveness fast.
