“I’m sorry, that doesn’t work for me.” (Silence. Let them fill the void.)
For strict price negotiations, Voss recommends the Ackerman Model. This is a structured, six-step process for offering and countering: (your goal). Make your initial offer at 65% of your target price. never split the difference by chris voss pdf
Mark sat back. He had thrown the problem back to David. He hadn't said "No." He had just asked David to solve the problem using Voss’s favorite phrase: How am I supposed to do that? “I’m sorry, that doesn’t work for me
The title is the thesis. Voss explains that splitting the difference is a negotiation habit that leaves both parties feeling slightly cheated. It is the lazy way out. Instead, he offers a arsenal of counter-intuitive tools: Make your initial offer at 65% of your target price
: Use your playful voice. Treat the hiring manager as a collaborative partner, not an adversary.