OFFICIAL - Business 'Book Report' Thread
Comments
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https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805/ref=sr_1_1
NSTD is fucking fantastic. I actually haven't finished the book per se, however I've listened to over 100 hours of Chris Voss on YT. Some of his lessons have transformed how I deal with people.
His over-arching theme is called Tactical Empathy. That when the party you're negotiating with knows you 'get' their position, they are likely to acquiesce. The "that's right!" moment opens the key to the castle.
Simpler lessons:
Like when @dflea and @Doog_de_Jour were talking about delivering bad news in the Bidness Etiquette thread, this technique is GOLD. When you have to tell someone bad news that you KNOW they aren't going to like, lead with something like "you're not going to like this", "this conversation won't be fun", "this is going to be difficult" etc ... By naming it before you deliver, you've de-escalated, taken the tension out of the conversation, because they know you gave them a chance to be prepared so they aren't caught off guard and less-likely to be mad AT you.
Do not ask a WHY questions. They immediately provoke a defensive lymbic response. Even you you ask someone "why did you choose to wear blue shoes?" people bristle, regardless how innocuous .. ask How, What
In sales, everybody has heard of the Yes-train. Ask three questions they have to answer 'yes' to, then ask your closing question. What did you think the last times someone asked you, "you like to make money, right?". You didn't think, yes. You thought, "what's fucking next?" "where is this going?". Invite your prospect to say NO. It naturally disarms them. When the author was teaching this class at Georgetown one year, one of his pupil was dialing for dollars for the GOP. They changed the yes-questions to no-questions and the amount of money they raised was up 28%. -
I have this in my Audible backlog and will move it to the front of the queue!pawz said:
https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805/ref=sr_1_1
NSTD is fucking fantastic. I actually haven't finished the book per se, however I've listened to over 100 hours of Chris Voss on YT. Some of his lessons have transformed how I deal with people.
His over-arching theme is called Tactical Empathy. That when the party you're negotiating with knows you 'get' their position, they are likely to acquiesce. The "that's right!" moment opens the key to the castle.
Simpler lessons:
Like when @dflea and @Doog_de_Jour were talking about delivering bad news in the Bidness Etiquette thread, this technique is GOLD. When you have to tell someone bad news that you KNOW they aren't going to like, lead with something like "you're not going to like this", "this conversation won't be fun", "this is going to be difficult" etc ... By naming it before you deliver, you've de-escalated, taken the tension out of the conversation, because they know you gave them a chance to be prepared so they aren't caught off guard and less-likely to be mad AT you.
Do not ask a WHY questions. They immediately provoke a defensive lymbic response. Even you you ask someone "why did you choose to wear blue shoes?" people bristle, regardless how innocuous .. ask How, What
In sales, everybody has heard of the Yes-train. Ask three questions they have to answer 'yes' to, then ask your closing question. What did you think the last times someone asked you, "you like to make money, right?". You didn't think, yes. You thought, "what's fucking next?" "where is this going?". Invite your prospect to say NO. It naturally disarms them. When the author was teaching this class at Georgetown one year, one of his pupil was dialing for dollars for the GOP. They changed the yes-questions to no-questions and the amount of money they raised was up 28%. -
Ordered this today @pawz ... I'm following through, which is rare for me.pawz said:If you aren't seriously worried about inflation, you need to read Lords of Finance | The Bankers Who Broke the World.
PurpleThrobber said:
It's a Top 10 Business/Finance book, for sure. I'd actually put it in Top 10 History books, too.
Virtually everything that transpired until after the Atomic Bomb was a direct result of those clowns.
For me, this book sets the stage for why we? are fucked with the print from the Fed.
tick tick tick .... -
@creepycoug Have you made any progress?creepycoug said:
Ordered this today @pawz ... I'm following through, which is rare for me.pawz said:If you aren't seriously worried about inflation, you need to read Lords of Finance | The Bankers Who Broke the World.
PurpleThrobber said:
It's a Top 10 Business/Finance book, for sure. I'd actually put it in Top 10 History books, too.
Virtually everything that transpired until after the Atomic Bomb was a direct result of those clowns.
For me, this book sets the stage for why we? are fucked with the print from the Fed.
tick tick tick .... -
pawz said:
Tim to revitalize the Official HH Book Club. As such, I've picked: Never Split the Difference.
For Book Club, we will give you heathens til Monday May 17th to acquire a copy and read it. The book is also available in audio. Additionally CV has given many a lecture so the material is out there on youtube.
Maybe as a bonus for those that participate, we will have @Doog_de_Jour read a chapter in Late Night FM DJ Voice.
NSTD has received critical acclaim from noted luminaries: @Doog_de_Jour @GrundleStiltzkinDoog_de_Jour said:I just got done reading this too. Thank you @pawz. I appreciated how Voss acknowledged (unlike most business books) that there *is* quite a bit of emotion involved in negotiating. I almost wish we could do this as a book club selection.
GrundleStiltzkin said:And @pawz that book was teh tehts, thanks again. I'm going to order a paperback copy, there's a lot I'd like to reference back to, and audiobook just ain't so good at that.
I look forward to hearing from those of you who can participate and use the source material to your negotiating benefit. It is powerful stuff. I truly use it ever day.
See you's heathens on May 17th!
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Yes. I have the book now, and I have a couple by Charles Murray (discussed in the Tug with @SFGbob ). And here they sit. I will heading out for college graduation and taking a long-awaited vacation in Martha's Vineyard. There I intend to do nothing but eat, sleep and read these books. Will revert here with my thoughts.pawz said:
@creepycoug Have you made any progress?creepycoug said:
Ordered this today @pawz ... I'm following through, which is rare for me.pawz said:If you aren't seriously worried about inflation, you need to read Lords of Finance | The Bankers Who Broke the World.
PurpleThrobber said:
It's a Top 10 Business/Finance book, for sure. I'd actually put it in Top 10 History books, too.
Virtually everything that transpired until after the Atomic Bomb was a direct result of those clowns.
For me, this book sets the stage for why we? are fucked with the print from the Fed.
tick tick tick .... -
I probably won’t actually read it but I did order it... baby steps.
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The first chapter is about Bank robbers and hostages. Get some.dirtysouwfdawg said:I probably won’t actually read it but I did order it... baby steps.
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3 chapters in. I might need to ask the teacher for an extension. Enjoying this. Def going to have to reread and take notes so I can outsmart people. Just enjoying the story this go round.
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How are we supposed to do that?dirtysouwfdawg said:3 chapters in. I might need to ask the teacher for an extension. Enjoying this. Def going to have to reread and take notes so I can outsmart people. Just enjoying the story this go round.
