OFFICIAL - Business 'Book Report' Thread
Comments
-
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!
-
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.
-
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.
-
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.
-
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.
-
Have you given up on HCH Book Club?Doog_de_Jour said:
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.
-
Huh?Doog_de_Jour said:
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.
-
Keep reading.dirtysouwfdawg said:
Huh?Doog_de_Jour said:
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.
How > Why
-
Still lost.pawz said:
Keep reading.dirtysouwfdawg said:
Huh?Doog_de_Jour said:
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.
How > Why -
In any interaction with someone you never want to ask a "why" question. It causes an auto-response of defensiveness in the person you are talking to. It may not be reasonable, but the limbic system in the brain doesn't always do reason.dirtysouwfdawg said:
Still lost.pawz said:
Keep reading.dirtysouwfdawg said:
Huh?Doog_de_Jour said:
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.
How > Why
If a co-worker walks up to you and says "why are you wearing a blue shirt?", your natural response is "what's wrong with blue?"
What, How, When queries are always better when you need to get information from a party.
The questions I asked "have you given up on ..." is a loaded question too.
I'm not going to explain this well, but it is designed to get an immediate response out of someone who might have gone silent. a) it invites someone to say No - preferred over Yes. b) It creates a sense FOMO in the person you are asking a question of. c) It does one other critical thing that I'm forgetiing this moment. Forgive me
-
I blame Simon for us always focusing on the why 😆. Who would’ve thought one stupid question would make one man so rich.
-
Might join this to supplement some of my classes. Any suggestions on where I should start?
-
Yea, the book we’re? Reading. Or trying to read.
-
https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805/ref=sr_1_1backthepack said:Might join this to supplement some of my classes. Any suggestions on where I should start?
-
This thread reminded me that I have an Amazon Audible account and am racking up credits and not using them. Ordered Never Split the Difference on audio. Approximately 30 minutes each way commute, so I should be through it in about 3 weeks.
-
Go 1.5x if that's an option on Audible.BleachedAnusDawg said:This thread reminded me that I have an Amazon Audible account and am racking up credits and not using them. Ordered Never Split the Difference on audio. Approximately 30 minutes each way commute, so I should be through it in about 3 weeks.
-
All of Taleb's Incerto series: Antifragile, Skin in the Game, Black Swan and Fooled by Randomness. Just don't follow him on Twitter. He's an emotional nutjob on there but presents generally good ideas in his books.
-
Applying for a position I might not yet be qualified for. Was getting ghosted but told by the recruiter, who I’ve worked with for many years, that my initial interview and panel interview went well. They had brought a different applicant to market but not me. After two VM’s not returned I wrote the hiring manager and went for no. I have a zoom on Monday that will determine if an in-market makes sense.
Have about 4 chapters left so might get done in time. -
I just reread this and figured out what the fuck was going on. Damn...pawz said:
In any interaction with someone you never want to ask a "why" question. It causes an auto-response of defensiveness in the person you are talking to. It may not be reasonable, but the limbic system in the brain doesn't always do reason.dirtysouwfdawg said:
Still lost.pawz said:
Keep reading.dirtysouwfdawg said:
Huh?Doog_de_Jour said:
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.
How > Why
If a co-worker walks up to you and says "why are you wearing a blue shirt?", your natural response is "what's wrong with blue?"
What, How, When queries are always better when you need to get information from a party.
The questions I asked "have you given up on ..." is a loaded question too.
I'm not going to explain this well, but it is designed to get an immediate response out of someone who might have gone silent. a) it invites someone to say No - preferred over Yes. b) It creates a sense FOMO in the person you are asking a question of. c) It does one other critical thing that I'm forgetiing this moment. Forgive me -
Went for no again. Used the part about the kid negotiating his strengths as well as how she would be my mentor to overshadow my lack of experience in one aspect of the role. Went for no again... assuming I pass the behavioral test they’ll schedule an in-market. 81% chance I register as a serial killer and don’t go to market.
-
I finished listening to the book. Will probably listen back again. It was a good "read."
-
So I’ve been at the truck stop all night with my book and note pad. Where are you guysm?pawz said: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! -
@GrundleStiltzkin @BleachedAnusDawg @dirtysouwfdawg and my other poodcast guysm.
This is the best interview I've heard of Chris Voss. He really gets into the nuance.
https://youtu.be/GwKoxnIvZJI -
I’m finally on the last chapter 😄
