Master negotiation with proven techniques from Never Split the Difference. Use our Cheat Sheet & Simulator to practice methods like labeling, mirroring, accusation audits, and calibrated questions. Build confidence, steer conversations, and secure no-compromise agreements in any situation.

Take Your Negotiation Skills to the Next Level

Learn FBI-tested strategies such as tactical empathy, mirroring, and labeling to control conversations and achieve optimal outcomes. Practice real-world scenarios using calibrated questions and dynamic tension to master the art of no-compromise deals. Whether negotiating salaries, contracts, or tough life decisions, this tool helps you apply proven strategies from Chris Voss' playbook.

Never Split The Difference Cheat Sheet PDF

Download the full Never Split the Difference Cheat Sheet PDF here.

Core Goals

People desire two key things in negotiations:

1. Safety & Security

2. Control

By actively listening and demonstrating empathy, you can establish trust and control in any negotiation.

Key Negotiation Techniques

Preparation

• Goal: Reveal surprises, test hypotheses, and gather information. Focus solely on the other person and what they say.

• Tone: Smile, slow it down, and use these three voices:

  1. Late-Night DJ Voice: Calm and slow to create trust.

  2. Positive & Playful: Light and easy-going, for rapport building.

  3. Assertive: Rarely used but effective for clear emphasis.

Mirroring

Repeat the last 3 words or critical phrases to bond with your counterpart. This facilitates connection and thought processing.

Tactical Empathy

Imagine yourself in your counterpart’s situation. Recognize their perspective and validate their emotions with statements like, “It seems like…”

Labeling

Identify and label emotions: “It sounds like…” or “It seems like…” This acknowledges feelings and encourages your counterpart to share more.

Accusation Audit

Preemptively list the worst things your counterpart may think about you to neutralize their assumptions and take control.

Negotiation Strategies

Starting with "No"

A "No" is a starting point that gives control to your counterpart, allowing you to understand what doesn't work. Ask questions like:

• “What about this doesn’t work for you?”

• “What would you need to make this work?”

Calibrated Questions

Use calibrated questions beginning with “What” or “How” to steer conversations without triggering defensive responses. Avoid questions that start with “Can,” “Is,” or “Does.”

The Power of "That's Right"

Summarize your counterpart’s position to trigger a "That's right" response. This shows deep understanding and agreement.

Advanced Techniques

Extreme Anchoring

Set an extreme anchor at the start of a negotiation. This bends your counterpart’s perception of reality and makes your real offer seem more reasonable.

Ackerman Bargaining

The Ackerman method is a structured bargaining tactic:

1. Set your target price.

2. Start at 65% of the target.

3. Gradually increase, using planned offers until you reach 100%.

Leveraging "Loss Aversion"

People are more motivated by potential losses than potential gains. Frame your offer in terms of what your counterpart could lose by not acting.

Common Mistakes to Avoid

1. Avoid Splitting the Difference: This often leads to poor compromises.

2. Rushing Due to Deadlines: Use deadlines to your advantage, but don’t rush yourself.

3. Misusing "Fair": Phrases like "We've given you a fair offer" can be manipulative. Focus on ensuring your counterpart feels they’ve been treated fairly.

Recap: Master Negotiation with These Techniques

1. Tactical Empathy: Understand and validate emotions.

2. Labeling: Acknowledge and encourage further conversation.

3. Calibrated Questions: Steer conversations with “What” or “How” questions.

4. Mirroring: Build rapport by repeating key phrases.

5. Accusation Audit: Preemptively address your counterpart’s concerns.

Using these techniques from Never Split the Difference, you can confidently navigate high-stakes conversations, secure the best outcomes, and build stronger relationships.

Get Started for Free

Use the Never Split the Difference Cheat Sheet & Simulator to practice these proven techniques. Whether it’s salary negotiations or resolving everyday conflicts, this tool helps you apply the strategies from Chris Voss and negotiate like a pro.

Get Started For Free ➡ Click Here to Start