The World's Best Book Summaries
What is the Chris Voss “that’s right” principle? What does it mean when someone says “that’s right” in a negotiation? According to Chris Voss, “that’s right” signals an important milestone in a negotiation. It means that your negotiating counterpart has come to embrace what you have said, and it is their way of acknowledging you seeing things their way. Read about the Chris Voss “that’s right” principle from the former FBI hostage negotiator.
What did Elaine Aron find in her highly sensitive person research? How do these findings relate to introverts? According to Elaine Aron, a highly sensitive person (HSP) has 27 characteristics based on research. Of HSPs, 70% are introverts so introverts are often associated with these traits. Keep reading for more about Elaine Aron, highly sensitive person research, and introverts.
What is the difference between soft power and hard power? Where do you see these different forms of power? Soft power and hard power are ways of describing the preference for an extrovert ideal or not. In Asian cultures, soft power is appreciated more than the hard power revered in American society. Keep reading to better understand soft power and hard power.
Why does Chris Voss advocate getting to “no” in a negotiation? Isn’t getting to “yes” the ultimate goal of any negotiation? According to Chris Voss, getting to “no” makes your counterpart feel in control. When people say “no” to something, it is a powerful assertion of control. Keep reading to find out why Chis Voss advocates getting to “no” before getting to “yes.”
What is the difference between ego vs self-esteem? Is having a big ego equivalent to having high self-esteem? The difference between ego vs self-esteem can be explained in terms of the source from which that confidence comes from. Self-esteem is based on true accomplishment, whereas ego is unwarranted and based on nothing but entitlement and imaginary validation. Read about the difference between ego vs self-esteem, and how inflated sense of ego can sabotage your ability to increase your actual self-esteem.
What is the Chris Voss accusation audit strategy? How can it help you get an upper hand in a negotiation? According to Chris Voss, an accusation audit is a form of emotional labeling which involves labeling your counterpart’s negative emotions—but about you specifically. The aim of an accusation audit is to trigger empathy in your opponent and diffuse tension by putting it all out there in the open. Read about the Chris Voss accusation audit strategy.
What is the free trait theory? How can it help explain the way people are able to have seemingly different personalities for different situations? Free trait theory is the idea that some of our personality traits are changeable. Other psychologists argue that personality is fixed. Read more about free trait theory.
What is the big ego problem and why is it an issue? How can an inflated ego compromise your ability to succeed in life? Ego is an unhealthy belief in one’s own importance—a sense of superiority that goes beyond mere confidence. Having a big ego problem means you distort your perception of the world so that you’re seen as the central figure and you see everyone else as either subservient or oppositional. Here are four reasons why the big ego problem can sabotage your success.
What is the loss aversion bias? How can it help you secure a stronger position in a negotiation? The loss aversion bias is a type of framing effect. In the context of negotiating, it involves framing your offer in such a way that emphasizes loss as opposed to gain. Read more to lean how to use the loss aversion bias in a negotiation.
What is emotional labeling? How can labeling others’ emotions help you build rapport and develop intimacy? As the name suggests, emotional labeling is the act of identifying and putting a label on an emotion. When you label someone’s emotions, you’re acknowledging their emotional state and making them feel like it’s safe for them to feel that way. Keep reading for more about emotional labeling.