{"id":6491,"date":"2020-02-21T00:19:16","date_gmt":"2020-02-21T00:19:16","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=6491"},"modified":"2020-02-21T00:19:16","modified_gmt":"2020-02-21T00:19:16","slug":"never-split-the-difference-trigger-the-two-words","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/never-split-the-difference-trigger-the-two-words\/","title":{"rendered":"Never Split the Difference – Trigger the Two Words"},"content":{"rendered":"\n

In the 5th<\/sup> chapter of Never Split the Difference<\/em>, Chris Voss remembers a time when him and another negotiator were working with a Philippine commando who had an American hostage. This commando had an extreme hatred for surrounding countries and often brought up the idea of war damages from these countries. This was an extended negotiation where the commando wanted to hurt the American hostage, but eventually the commando let his guard down and the American was saved. After the American was rescued, the commando called up Chris and told him that his employee should be offered a raise. He said that somehow Chris\u2019s employee had made him not want to harm the hostage. How did he do this? By triggering the two golden words, \u201cthat\u2019s right.\u201d<\/p>\n\n\n\n

Chris Voss recommends getting to \u201cthat\u2019s right\u201d more than any other word in a sales negotiation. By getting a \u201cthat\u2019s right,\u201d the other party is recognizing that you understand them and that you are on the same page. It\u2019s a huge trust builder. In order to trigger these two words, you should use both paraphrasing and a summary. Paraphrasing is a technique that makes sure you are understanding the other party correctly. In order to know that you are hearing someone correctly, try rephrasing what they just said. You\u2019d be surprised how many times you are off. Just say \u201cso it seems like you\u2019re saying\u2026\u201d and then paraphrase what they just said. You will either be correct, or they will say you\u2019re not there yet. A summary is similar, but more of boiling down the argument and getting to the root emotion of the issue.<\/p>\n\n\n\n

\u201cThat\u2019s right\u201d is golden, but beware \u201cYou\u2019re right.\u201d \u201cYou\u2019re right\u201d is a trap, because it\u2019s what everyone wants to hear. When a client says, \u201cYou\u2019re right,\u201d they know what\u2019s going to happen next. You\u2019re going to smile, be happy at being right, and then get off their butt, which is what they really want. They are giving you a fake win to get you out of their hair. Always go for \u201cthat\u2019s right.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

In the 5th chapter of Never Split the Difference, Chris Voss remembers a time when him and another negotiator were working with a Philippine commando who had an American hostage. This commando had an extreme hatred for surrounding countries and often brought up the idea of war damages from these countries. This was an extended negotiation where […]<\/p>\n","protected":false},"author":347,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-6491","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6491","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/347"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=6491"}],"version-history":[{"count":2,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6491\/revisions"}],"predecessor-version":[{"id":6589,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6491\/revisions\/6589"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=6491"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=6491"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=6491"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}