{"id":7512,"date":"2020-05-13T17:05:48","date_gmt":"2020-05-13T17:05:48","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=7512"},"modified":"2020-05-13T17:05:48","modified_gmt":"2020-05-13T17:05:48","slug":"never-split-the-difference-bend-their-reality","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/never-split-the-difference-bend-their-reality\/","title":{"rendered":"Never Split the Difference – Bend Their Reality"},"content":{"rendered":"

The 6th<\/sup> chapter of Never Split the Difference<\/em> is called \u201cBend Their Reality\u201d and is about more specific tactics to be used in monetary negotiations. There\u2019s a lot to unpack in this chapter, so let\u2019s jump right in.<\/p>\n

 <\/p>\n

The first part of the chapter deals with fairness, deadlines, and deals. Chris Voss points out that most negotiations are emotional and not logical, and the ultimatum in a deal is the word \u201cfair.\u201d If one side finds the deal unfair, it often falls through. He then talks about deadlines, and points out that although they feel serious, the hardly ever are. He suggests that deadlines cut both ways and pressure both parties to come to an agreement, but you should always remember that deadlines are often arbitrary and use them to your advantage. The last thing Chris points out is that no deal is better than a bad deal. What is a bad deal for Chris? Paying a kidnapper and them not releasing the hostage. That\u2019s why Chris always goes for a good deal (discovering the real pain, addressing it, and paying the least money possible) and a no deal over a bad deal.<\/p>\n

 <\/p>\n

Chris Voss then gets into six tools for a monetary negotiation (think salary negotiation). Here they are.<\/p>\n

    \n
  1. Anchor their emotions \u2013 find out their pain and solidify it. You want to know what their need is and acknowledge the need.<\/li>\n
  2. Let the other guy go first\u2026most of the time \u2013 Usually you want to let the other party say a number first. Most of the time in a salary negotiation, employees will undercut themselves on price.<\/li>\n
  3. Establish a range \u2013 Chris Voss recommends stating a range for a salary. This gives the other party some flexibility and also grounds them to a higher number. Let\u2019s say you want a 40k salary. You should say \u201cI\u2019m looking for something in the ranger of 40k-48k.\u201d When you do this, 40k seems like a lot less than 48k, and the employer is likely to choose the lower end of the range, which is what you really wanted all along.<\/li>\n
  4. Pivot to nonmonetary terms \u2013 If you can, bring some value that\u2019s not related to money. Chris uses the example when a law school reached out to him for his services. By offering him a chance to be published in their magazine, they got him to give a discount on his expertise.<\/li>\n
  5. When you do talk numbers, use odd ones \u2013 Use odd numbers in a negotiation. 40k seems like an arbitrary number you took off the top of your head. 41,350 seems like a number you came to through reasonable thought and research.<\/li>\n
  6. Surprise with a gift \u2013 People tend to feel that gifts need to be repaid. Find a way to give a gift so the other party feels like they owe you one.<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

    The 6th chapter of Never Split the Difference is called \u201cBend Their Reality\u201d and is about more specific tactics to be used in monetary negotiations. There\u2019s a lot to unpack in this chapter, so let\u2019s jump right in.   The first part of the chapter deals with fairness, deadlines, and deals. Chris Voss points out […]<\/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-7512","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/7512","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=7512"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/7512\/revisions"}],"predecessor-version":[{"id":7513,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/7512\/revisions\/7513"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=7512"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=7512"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=7512"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}