Chapter 1

Question 1

What is the name of the author of Never Split the Difference?

Answer 1

Chris Voss

Question 2

What is the first thing Chris does when assessing a negotiation instance?

Answer 2

Pause, blink, mindfully lower heart rate

Question 3

Robert Harris Mnookin is author of what text worth checking out for negotiating?

Answer 3

Bargaining with the Devil: When to Negotiate and when to fight

Question 4

According to Chris Voss do nerves prior to negotiation ever go away?

Answer 4

No

Question 5

How am I supposed to do that?

Answer 5

Well known and powerful follow up

Question 6

Well known and powerful follow up

Answer 6

How am I supposed to do that?

Question 7

I’m sorry (name)____ how do I know_____

Answer 7

Solid syntax to deescelate

Question 8

Solid syntax to deescelate beginning with apologetic

Answer 8

I’m sorry (name)____ how do I know_____

Question 9

What is the most powerful tool Chris Voss cites in the first chapter

Answer 9

Open ended questions

Question 10

Another name for open ended questions being used with precision

Answer 10

Calibrated questions

Question 11

I ask the same 3 to 4 questions until the other person gets worn out

Answer 11

Chris Voss quote from Harvard negotiation class

Question 12

Human beings are primarily animals following emotions

Answer 12

Ways that negotiation should be perceived

Question 13

Kidnappers are just businessmen trying to get the best price

Question 14

Behavioral Economics

Answer 14

Man is an irrational beast. Feeling is the form of thinking

Question 15

It is self evident that people are neither fully rational or nor completely selfish and their taste is anything but stable

Answer 15

Cognitive Bias

Question 16

Framing effect

Answer 16

People respond differently to the same choice depending on how its presented

Question 17

People respond differently to the same choice depending on how its presented

Answer 17

Framing effect

Question 18

Thinking fast and slow

Answer 18

Book worth checking out. Man has two mental systems the first is primarily emotional and is the primary one with which we make decisions

Question 19

Getting to Yes

Answer 19

Worth reading but not the most up to date book

Question 20

BATNA

Answer 20

Best alternative to a negotiated Agreement

Question 21

Negotiating is

Answer 21

Not a rational process

Question 22

Optimal negotiating

Answer 22

Focus on the irrational and emotional aspects

Question 23

Universally applicable premise

Answer 23

People want to be understood and accepted

Question 24

When individuals feel listened to they tend to be more willing to listen to themselves

Question 25

Tactical Empathy

Answer 25

Listening as an active aspect

Question 26

Life is negotiation

Question 27

Conflict is inevitable between two parties in all relationships

Answer 27

Reasons why negotiation is important and should be implemented in a relationship affirming way

Question 28

Reasons why negotiation is important and should be implemented in a relationship affirming way

Answer 28

Conflict is inevitable between two parties in all relationships

Question 29

How questions

Answer 29

A gentle way to say no