Most people think negotiation is about talking. Voss proves it is about listening. The "Mirror" technique is deceptively simple: repeat the last one to three words your counterpart just said, with an upward inflection.
Example:
Them: "I don't think we can pay more than $50,000."
You: "Can't pay more than $50,000?" never split the difference by chris voss pdf
That’s it. No argument. No counteroffer. By mirroring, you force the other party to elaborate. They will hear their own words and feel compelled to defend or explain them. In the PDF, Voss calls this "the art of pseudo-empathy." It takes 30 seconds to learn and a lifetime to master. Most people think negotiation is about talking
Don't just hoard the PDF. Use it. Here is your 24-hour challenge: never split the difference by chris voss pdf
A bargaining system: