Mirror is essentially imitation. It can be done with speech patterns, body language, vocabulary, tempo, and tone of voice. We fear what’s different and are drawn to what’s similar. By mirroring your counterpart’s behavior, you send the signal “trust me” and “You and I – we’re alike.” -Never split the difference, p.36 Continue reading Mirror your counterpart’s behavior.
The late-night FM DJ voice. When you inflect your voice in a downward way, you put it out there that you’ve got it covered. Talking slowly and clearly you convey one idea: I’m in control. There is no question. It doesn’t offer an alternative, because it would beg further discussion. You can be very direct and to the point as long as you can create safety by a tone of voice that says I’m okay, you’re okay, let’s figure it out. Positive/playful voice It’s the voice of an easygoing, good-natured person. Your attitude is light and encouraging. The key here … Continue reading Your tone of voice is crucial. Bascially there are two tones you can have:
Listening is the cheapest, yet most effective concession we can make to get there. By listening intensely, a negotiator demonstrates empathy and shows a sincere desire to better understand what the other side is experiencing. -Never split the difference, p.16 Continue reading Remember, people want to be understood and accepted.
We have two systems of thought: System 1, our animal mind, is fast, instinctive, and emotional. System 2 is slow, deliberative, and logical. System 1 is far more influential. In fact, it guides and steers our rational thoughts. System 1’s inchoate beliefs, feelings, and impressions are the main sources of the explicit beliefs and deliberate choices of System 2. They’re the spring that feeds the river. We react emotionally (System 1) to a suggestion or question. Then that Sytem 1 reaction informs and in effect creates the System 2 answer. Learn how to affect your counterpart’s System 1 thinking, his … Continue reading Influencing rational thoughts by influencing the animal brain.
All the raw intelligence and mathemical logic is of little help in a negotiation. We are always an animal, always acting and reacting first and foremost from our deeply held but mostly invisible and inchoate fears, needs, perceptions and desires. -Never split the difference, p.8 Continue reading The human is a crazy, irrational, impulsive and emotionally driven animal.
When silk shirts cost $15 they became so common among laboring men that other classes went to broadcloth. My experience on cosmetics prove that a low price on perfumes, etc., does not appeal to the girl who should economize. She demands what the “best people” use. Many people around me, working at small wages, consider cost far less than I do. Suggest a thingto them because it is economical and you arouse opposition. You hurt their pride. But direct your appeal to those who do not consider cost and they like to be included. -My life in advertising, p.111 Continue reading Where economy is a necessity most people like to defy it.
People are like sheep. They cannot judge values, nor can you and I. We judge things largely by others’ impressions. People follow styles and preferences. We rarely decide for ourselves, because we don’t know the facts. But when we see the crowds taking nay certain direction, we are much inclined to go with them. “I showed in my advertising how the crowds were going to Overland automobiles. I told how the demand had forced a bankrupt concern into solvency.” -My life in advertising, p.75 Continue reading Show the trend, show what the crowds are doing.
Very few people will cheat a square deal. Try to hedge or protect yourself, and human nature likes to circumvent you. But remove all restrictions and say, “we trust you”, and human nature likes to to justify that trust. -My life in advertising, p.57 Continue reading In advertising, make appeals overwhelming, almost resistless
It is as brutal and as black and white as that. -How to get rich, p.117 Continue reading Without self-belief nothing can be accomplished. With it, nothing is impossible.
No one can make you feel inferior without your consent. We may detest arrogance, yet isn’t it true that we admire it a little, too? Even though arrogance is a poor, shabby thing compared with rooted self-belief. It is an imitation of the real thing. -How to get rich, p.115 Continue reading Self-belief is a priceless asset
Roadmap to Billions 