{"id":23162,"date":"2021-01-15T18:23:17","date_gmt":"2021-01-15T22:23:17","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=23162"},"modified":"2021-01-17T14:13:49","modified_gmt":"2021-01-17T18:13:49","slug":"never-split-the-difference-quotes","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/","title":{"rendered":"Never Split the Difference Quotes by Chris Voss"},"content":{"rendered":"\n<p>What are some of the most noteworthy <em>Never Split the Difference<\/em> quotes? What do these quotes say about negotiation and human communication biases?<\/p>\n\n\n\n<p>The following <em>Never Split the Difference<\/em> quotes belong to former FBI hostage negotiator Chris Voss. They encapsulate the author&#8217;s <a href=\"https:\/\/www.shortform.com\/blog\/different-approaches-to-negotiation\/\">approach to negotiation<\/a> and talk about the strategies discussed in the book.<\/p>\n\n\n\n<p>Keep reading for <em>Never Split the Difference<\/em> quotes by Chris Voss.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\"><em>Never Split the Difference<\/em> Quotes by Chris Voss<\/h2>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p><strong>\u201cNegotiation is not an act of battle; it\u2019s a process of discovery. The goal is to uncover as much information as possible.\u201d<\/strong><\/p><\/blockquote>\n\n\n\n<p>According to the first of the <em>Never Split the Difference <\/em>quotes, all negotiations are exercises of <a href=\"https:\/\/www.shortform.com\/blog\/how-to-gather-information-2\/\">information gathering<\/a>. The more you know about your negotiating counterpart, the closer you are to your desired outcome.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p><strong>\u201cThis is listening as a martial art, balancing the subtle behaviors of emotional intelligence and the assertive skills of influence, to gain access to the mind of another person. Contrary to popular opinion, listening is not a passive activity. It is the most active thing you can do. Once\u201d<\/strong><\/p><\/blockquote>\n\n\n\n<p>Active listening is how you tune out your own internal commentary and focus <em>only <\/em>on what the other person is saying.&nbsp;When you show your counterpart that you\u2019re actively listening, they\u2019ll be able to trust you, let their guard down, and share information with you.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p><strong>\u201cThe Rule of Three is simply getting the other guy to agree to the same thing three times in the same conversation. It\u2019s tripling the strength of whatever dynamic you\u2019re trying to drill into at the moment. In doing so, it uncovers problems before they happen. It\u2019s really hard to repeatedly lie or fake conviction.\u201d<\/strong><\/p><\/blockquote>\n\n\n\n<p>The<strong> <\/strong>Rule of Three<strong> <\/strong>is how you check whether you&#8217;re getting the real deal:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Get them to say \u201cyes\u201d at least three times to see if it\u2019s only a Counterfeit or Confirmation \u201cyes\u201d instead of the Commitment \u201cyes\u201d you\u2019re looking for.<\/li><li>After the first \u201cyes,\u201d label or summarize what they\u2019re saying to prompt a \u201cthat\u2019s right.\u201d<\/li><li>Then, ask calibrated \u201chow\u201d or \u201cwhat\u201d questions to lay out how you will define success according to the agreement. Examples of phrases to use are, \u201cWhat are the biggest challenges we face to getting this done?\u201d or \u201cWhat are we up against here?\u201d<\/li><\/ol>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p><strong>\u201cThe fastest and most efficient means of establishing a quick working relationship is to acknowledge the negative and diffuse it.\u201d<\/strong><\/p><\/blockquote>\n\n\n\n<p>Acknowledge your counterpart\u2019s negative emotions by listing every bad thing they could say about you at the beginning of the negotiation. This defuses the situation immediately and puts it all right out there in the open.<\/p>\n\n\n\n<p>It sounds like, \u201cI know I didn\u2019t hand in that sales report on time. You probably think I\u2019m lazy, uncommitted, inattentive to detail, and that I don\u2019t care about wasting your time or everybody else\u2019s.\u201d<\/p>\n\n\n\n<p>Then, you ask for input based on that list. This is where the tactic really works its magic. The admissions and acknowledgments will cause the other party to seek common ground.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>What are some of the most noteworthy Never Split the Difference quotes? What do these quotes say about negotiation and human communication biases? The following Never Split the Difference quotes belong to former FBI hostage negotiator Chris Voss. They encapsulate the author&#8217;s approach to negotiation and talk about the strategies discussed in the book. Keep reading for Never Split the Difference quotes by Chris Voss.<\/p>\n","protected":false},"author":7,"featured_media":23351,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[40,34],"tags":[185],"class_list":["post-23162","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-books","category-communication","tag-never-split-the-difference","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Never Split the Difference Quotes by Chris Voss - Shortform Books<\/title>\n<meta name=\"description\" content=\"Are you looking for Never Split the Difference quotes? 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Read these four quotes by Chris Voss to level up your negotiation game.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-01-15T22:23:17+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-01-17T18:13:49+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/quotes-book-reading.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1220\" \/>\n\t<meta property=\"og:image:height\" content=\"650\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Darya Sinusoid\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Darya Sinusoid\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/\"},\"author\":{\"name\":\"Darya Sinusoid\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\"},\"headline\":\"Never Split the Difference Quotes by Chris Voss\",\"datePublished\":\"2021-01-15T22:23:17+00:00\",\"dateModified\":\"2021-01-17T18:13:49+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/\"},\"wordCount\":526,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/quotes-book-reading.jpg\",\"keywords\":[\"Never Split the Difference\"],\"articleSection\":[\"Books\",\"Communication\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/\",\"name\":\"Never Split the Difference Quotes by Chris Voss - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/never-split-the-difference-quotes\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/quotes-book-reading.jpg\",\"datePublished\":\"2021-01-15T22:23:17+00:00\",\"dateModified\":\"2021-01-17T18:13:49+00:00\",\"description\":\"Are you looking for Never Split the Difference quotes? 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