{"id":23190,"date":"2021-01-04T09:16:47","date_gmt":"2021-01-04T13:16:47","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=23190"},"modified":"2021-01-17T14:10:45","modified_gmt":"2021-01-17T18:10:45","slug":"ackerman-model","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/ackerman-model\/","title":{"rendered":"The Ackerman Model: How to Negotiate Like the CIA"},"content":{"rendered":"\n<p>What is the <a href=\"https:\/\/www.shortform.com\/blog\/ackerman-model-2\/\">Ackerman Model<\/a>? How is it different from the traditional, old negotiating schools of thought?<\/p>\n\n\n\n<p>The Ackerman Model is a bargaining approach that is based on the offer-counter-offer system. Unlike the traditional \u201csplit the difference\u201d approach, it uses the tapering principle to bring down the amount in a bargaining negotiation.<\/p>\n\n\n\n<p>Keep reading for more about the Ackerman Model of negotiation and some examples of how it works in practice.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\"><strong>The Ackerman Model for Negotiation<\/strong><\/h2>\n\n\n\n<p>The Ackerman Model is a good alternative to traditional, old-school negotiating schools of thought. It\u2019s an offer-counteroffer system, but it crucially avoids the counterproductive \u201csplit the difference\u201d approach that dissatisfies both parties.&nbsp;<\/p>\n\n\n\n<p><strong>First, set a target price<\/strong>. This should be ambitious, but reasonable. You don\u2019t want to negotiate with yourself and set your target price too high (if you\u2019re the buyer), but you also don\u2019t want to set it so low that your counterpart would never agree to it. Doing some research beforehand will help you set your goal.<\/p>\n\n\n\n<p><strong>Next, you establish your first offer at 65 percent of your target price<\/strong>. If your target price is $100,000, you first ask for $65,000. This establishes an extreme anchor and throws your counterpart off their heels.&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Interestingly, it also makes your <em>own <\/em>loss aversion instinct work to your advantage. By starting with a low offer, you\u2019ll start thinking of anything higher than that as a \u201closs,\u201d which you\u2019ll work hard to avoid. Of course, you\u2019re still below your target price at this point, so it\u2019s really still a \u201cwin\u201d for you.&nbsp;<\/li><li>In addition, your extreme anchor can force your counterpart to reveal their <em>own <\/em>price limit. If they balk and say something like, \u201cI couldn\u2019t possibly sell for anything less than $75,000,\u201d that means you\u2019ve forced them to reveal their price floor.&nbsp;<\/li><\/ul>\n\n\n\n<p><strong>Get your counterpart to negotiate against themselves. <\/strong>When they throw you an unacceptable counteroffer, use a calibrated question like \u201cHow can I pay the price you\u2019re asking for this?\u201d Get them to think about how they can solve your problems.&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>You can also label their emotions or motivations to get them to say \u201cno.\u201d A good example of this would be, \u201cIt seems like you\u2019d rather not sell this item at all than work with me on this.\u201d When they inevitably deny that this is the case, you\u2019ve shifted the negotiating environment: you\u2019ve gotten them to say that they <em>do <\/em>want to <a href=\"https:\/\/www.shortform.com\/blog\/how-to-make-a-sale-2\/\">make a sale<\/a> with you.<\/li><\/ul>\n\n\n\n<p>Next in the Ackerman Model, you plan your counteroffers. For these, <strong>use three increases\u2014but each time, you <em>reduce <\/em>the size of the increase.\u00a0<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>For example, you first counter with a number that\u2019s 85 percent of your target price (a 20 percentage point jump). Then, you increase it to 95 percent of your target price (only a 10 percentage point jump this time). If they\u2019re still not accepting this, then finally you meet them at your full target price (a mere 5 percentage point jump).&nbsp;<\/li><li>All of this activates your counterpart\u2019s inclination toward reciprocity. They\u2019ll be inclined to match your raises with concessions of their own.&nbsp;<\/li><\/ul>\n\n\n\n<p>There\u2019s also great power in the decreasing increments of your offer increases. They<strong> fool your counterpart into thinking that they\u2019re squeezing you for every last penny.<\/strong> This makes them feel like they\u2019re in control and that they\u2019re earning hard-won concessions from you. Of course, you know that you\u2019re still well <em>below<\/em> your target price.<\/p>\n\n\n\n<p>Next,&nbsp; <strong>use a precise, non-round figure for your final number<\/strong> to give it added weight and credibility. We mentioned this earlier when we discussed framing effects, but it bears repeating: $101,321.94 sounds like a much firmer, non-negotiable number than $100,000. This will signal to your counterpart that this number is the product of a great deal of calculation and analysis on your part and that, therefore, it can\u2019t be negotiated.&nbsp;<\/p>\n\n\n\n<p>Lasty, <strong>throw in a non-monetary item along with your final offer to signal that you\u2019re truly at your limit.<\/strong> By pivoting to something other than money, you\u2019re sending a message to your counterpart that the monetary portion of the negotiation is over and done with.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Negotiating Rent: The Model in Practice<\/strong><\/h3>\n\n\n\n<p>Let&#8217;s consider how the Ackerman Model can be applied to a real-world negotiation scenario.<\/p>\n\n\n\n<p>A student who was paying $1,850\/month for an apartment was presented with an unacceptable offer by his landlord: the rent would go up to $2,100\/month if he wanted to renew.&nbsp;<\/p>\n\n\n\n<p>How did the student respond? First, he did his research on rents for comparable buildings in the area and set his target price at $1,830: <em>less <\/em>than he was already paying!<\/p>\n\n\n\n<p>When the student met with the landlord, he emphasized how much he enjoyed living in the building and that he wished to renew, but that there were comparable buildings in the area that offered lower rents. <strong>He asked his first calibrated question: \u201cHow am I supposed to pay $250 extra per month?\u201d<\/strong><\/p>\n\n\n\n<p>The landlord, however, didn\u2019t budge and pointed out that the building could be charging even <em>more <\/em>than they were asking the student. Then, the student responded with his first offer: \u201cI understand that you have a great building and could be charging a premium, but it\u2019s simply outside my price range. <strong>Would $1,730 be reasonable?\u201d<\/strong><\/p>\n\n\n\n<p>The landlord didn\u2019t accept this figure, which the student expected. But he wisely avoided getting pulled into a tit-for-tat. Instead, he asked another calibrated question: <strong>\u201cHow much does it cost to refurbish an apartment after a tenant leaves?\u201d<\/strong><\/p>\n\n\n\n<p>The landlord responded that it could cost up to $2,000 just to clean and renovate the apartment to get it ready for a new tenant. The student knew he had an opening: he pointed out that <em>not <\/em>reaching an agreement meant that the landlord could face both the refurbishing costs and the foregone income from rent. Now, <strong>the landlord was thinking in terms of loss aversion<\/strong>.&nbsp;<\/p>\n\n\n\n<p>The landlord then came back with an offer of $1,950. This time, the student used a label to say \u201cno\u201d without actually saying it, by telling the landlord, \u201cThat offer is very generous, but I still can\u2019t make that number work. <strong>It seems like you\u2019d prefer to roll the dice and risk leaving it unrented than work this out with me.\u201d<\/strong><\/p>\n\n\n\n<p>The landlord gave the student the \u201cno\u201d he was looking for by saying, <strong>\u201cNo, that\u2019s not the case at all,<\/strong> we want to work out a renewal with you, we just can\u2019t offer below market.\u201d<\/p>\n\n\n\n<p>At last, the student pulled out his final, non-round number. He told the landlord, \u201cAll right, I see you\u2019re being reasonable and working hard to address my concerns. <strong>The most I can do is $1,829.<\/strong>\u201d<\/p>\n\n\n\n<p>The landlord was impressed with the number. <strong>\u201cYou seem very precise about that figure,\u201d<\/strong> he observed. <strong>\u201cI think we can make that number work.\u201d <\/strong>And that\u2019s how this<strong> <\/strong>student used<strong> <\/strong>the Ackerman Model to turn a <a href=\"https:\/\/www.shortform.com\/blog\/affordable-housing-crisis\/\">rent increase<\/a> into a rent cut.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>What is the Ackerman Model? How is it different from the traditional, old negotiating schools of thought? The Ackerman Model is a bargaining approach that is based on the offer-counter-offer system. Unlike the traditional \u201csplit the difference\u201d approach, it uses the tapering principle to bring down the amount in a bargaining negotiation. Keep reading for more about the Ackerman Model of negotiation and some examples of how it works in practice.<\/p>\n","protected":false},"author":7,"featured_media":23343,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[45,34,9],"tags":[185],"class_list":["post-23190","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-communication","category-psychology","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>The Ackerman Model: How to Negotiate Like the CIA - Shortform Books<\/title>\n<meta name=\"description\" content=\"The Ackerman model is a bargaining method that is based on the offer-counter-offer system. It is attributed to ex-CIA agent Mike Ackerman.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/ackerman-model\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Ackerman Model: How to Negotiate Like the CIA\" \/>\n<meta property=\"og:description\" content=\"The Ackerman model is a bargaining method that is based on the offer-counter-offer system. It is attributed to ex-CIA agent Mike Ackerman.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/ackerman-model\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-01-04T13:16:47+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-01-17T18:10:45+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.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=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/\"},\"author\":{\"name\":\"Darya Sinusoid\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\"},\"headline\":\"The Ackerman Model: How to Negotiate Like the CIA\",\"datePublished\":\"2021-01-04T13:16:47+00:00\",\"dateModified\":\"2021-01-17T18:10:45+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/\"},\"wordCount\":1183,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg\",\"keywords\":[\"Never Split the Difference\"],\"articleSection\":[\"Business\",\"Communication\",\"Psychology\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/ackerman-model\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/\",\"name\":\"The Ackerman Model: How to Negotiate Like the CIA - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg\",\"datePublished\":\"2021-01-04T13:16:47+00:00\",\"dateModified\":\"2021-01-17T18:10:45+00:00\",\"description\":\"The Ackerman model is a bargaining method that is based on the offer-counter-offer system. It is attributed to ex-CIA agent Mike Ackerman.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.shortform.com\/blog\/ackerman-model\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/#primaryimage\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg\",\"width\":1220,\"height\":650},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.shortform.com\/blog\/ackerman-model\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.shortform.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"The Ackerman Model: How to Negotiate Like the CIA\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\",\"url\":\"https:\/\/www.shortform.com\/blog\/\",\"name\":\"Shortform Books\",\"description\":\"The World&#039;s Best Book Summaries\",\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.shortform.com\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\",\"name\":\"Shortform Books\",\"url\":\"https:\/\/www.shortform.com\/blog\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png\",\"width\":500,\"height\":74,\"caption\":\"Shortform Books\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\",\"name\":\"Darya Sinusoid\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png\",\"caption\":\"Darya Sinusoid\"},\"description\":\"Darya\u2019s love for reading started with fantasy novels (The LOTR trilogy is still her all-time-favorite). Growing up, however, she found herself transitioning to non-fiction, psychological, and self-help books. She has a degree in Psychology and a deep passion for the subject. She likes reading research-informed books that distill the workings of the human brain\/mind\/consciousness and thinking of ways to apply the insights to her own life. Some of her favorites include Thinking, Fast and Slow, How We Decide, and The Wisdom of the Enneagram.\",\"url\":\"https:\/\/www.shortform.com\/blog\/author\/darya\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"The Ackerman Model: How to Negotiate Like the CIA - Shortform Books","description":"The Ackerman model is a bargaining method that is based on the offer-counter-offer system. It is attributed to ex-CIA agent Mike Ackerman.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.shortform.com\/blog\/ackerman-model\/","og_locale":"en_US","og_type":"article","og_title":"The Ackerman Model: How to Negotiate Like the CIA","og_description":"The Ackerman model is a bargaining method that is based on the offer-counter-offer system. It is attributed to ex-CIA agent Mike Ackerman.","og_url":"https:\/\/www.shortform.com\/blog\/ackerman-model\/","og_site_name":"Shortform Books","article_published_time":"2021-01-04T13:16:47+00:00","article_modified_time":"2021-01-17T18:10:45+00:00","og_image":[{"width":1220,"height":650,"url":"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg","type":"image\/jpeg"}],"author":"Darya Sinusoid","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Darya Sinusoid","Est. reading time":"6 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/#article","isPartOf":{"@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/"},"author":{"name":"Darya Sinusoid","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46"},"headline":"The Ackerman Model: How to Negotiate Like the CIA","datePublished":"2021-01-04T13:16:47+00:00","dateModified":"2021-01-17T18:10:45+00:00","mainEntityOfPage":{"@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/"},"wordCount":1183,"commentCount":0,"publisher":{"@id":"https:\/\/www.shortform.com\/blog\/#organization"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/#primaryimage"},"thumbnailUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg","keywords":["Never Split the Difference"],"articleSection":["Business","Communication","Psychology"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.shortform.com\/blog\/ackerman-model\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/","url":"https:\/\/www.shortform.com\/blog\/ackerman-model\/","name":"The Ackerman Model: How to Negotiate Like the CIA - Shortform Books","isPartOf":{"@id":"https:\/\/www.shortform.com\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/#primaryimage"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/#primaryimage"},"thumbnailUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg","datePublished":"2021-01-04T13:16:47+00:00","dateModified":"2021-01-17T18:10:45+00:00","description":"The Ackerman model is a bargaining method that is based on the offer-counter-offer system. It is attributed to ex-CIA agent Mike Ackerman.","breadcrumb":{"@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.shortform.com\/blog\/ackerman-model\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/#primaryimage","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg","width":1220,"height":650},{"@type":"BreadcrumbList","@id":"https:\/\/www.shortform.com\/blog\/ackerman-model\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.shortform.com\/blog\/"},{"@type":"ListItem","position":2,"name":"The Ackerman Model: How to Negotiate Like the CIA"}]},{"@type":"WebSite","@id":"https:\/\/www.shortform.com\/blog\/#website","url":"https:\/\/www.shortform.com\/blog\/","name":"Shortform Books","description":"The World&#039;s Best Book Summaries","publisher":{"@id":"https:\/\/www.shortform.com\/blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.shortform.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.shortform.com\/blog\/#organization","name":"Shortform Books","url":"https:\/\/www.shortform.com\/blog\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png","width":500,"height":74,"caption":"Shortform Books"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46","name":"Darya Sinusoid","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/image\/","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png","caption":"Darya Sinusoid"},"description":"Darya\u2019s love for reading started with fantasy novels (The LOTR trilogy is still her all-time-favorite). Growing up, however, she found herself transitioning to non-fiction, psychological, and self-help books. She has a degree in Psychology and a deep passion for the subject. She likes reading research-informed books that distill the workings of the human brain\/mind\/consciousness and thinking of ways to apply the insights to her own life. Some of her favorites include Thinking, Fast and Slow, How We Decide, and The Wisdom of the Enneagram.","url":"https:\/\/www.shortform.com\/blog\/author\/darya\/"}]}},"jetpack_sharing_enabled":true,"jetpack_featured_media_url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/business-negotiation-meeting-corporate.jpg","_links":{"self":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/23190","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/comments?post=23190"}],"version-history":[{"count":9,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/23190\/revisions"}],"predecessor-version":[{"id":24312,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/23190\/revisions\/24312"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/media\/23343"}],"wp:attachment":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/media?parent=23190"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/categories?post=23190"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/tags?post=23190"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}