David Quist’s Reviews > Never Split the Difference: Negotiating as if Your Life Depended on It > Status Update

3. Direct and assertive voice. Will cause problems and create pushback

There are 3 voice tones available: late night FM DJ voice: used to make a point. (Inflect your voice downwards, keeping it calm and slow. When done properly, you create an aura of authority and trustworthiness without triggering defensiveness)

Make sure you out a smile on your face when you negotiate

Good communication/persuasion when you want to disagree without being disagreeable is the following:
1. Use the late night FM DJ voice 2. Start with I’m sorry 3. Mirror 4. Silence yourself for at least 4 seconds to allow mirror to work 5. Repeat

Mirroring is another way of persuading people. People like to do what others are doing so by repeating the last 3 words someone said you think you are alike and do more what the other person says

Whatever we radiate outwards will make the conversation flow. If you are upbeat and happy the conversation will be like that

Make sure that you do not make false assumptions or assumptions about things in general. Same reason smart ppl cannot negotiate it’s because they make assumptions and assume they are right and do not take in new information

People feel valued whenever they are listened to

Kahneman said that people have 2 systems in their head. One that is very reactive and instinctive and emotional. Second one that is logical deliberate and slow. System 1 reacts emotionally and system 2 is generated from that answer

Part of the issue is that mankind is not fully rational