Episode 1 – The New Rules

In this episode we introduce the book "Never Split the Difference" by Chri Voss.
We discuss the 9 key principles of negotiation, Remember...negotiation is simply communication with results.

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The Uncommon communicator is the individual that has the enlightenment to recognize in any situation whether communication has occurred. This uncommon communicator takes ownership of the conversation and possess the skills to navigate and facilitate the conversation to mutual understanding.

Welcome to the Uncommon Communicator podcast, your host James Gable and Brandon Thompson are here to bring enlightenment to the topic of communication. 

Intro “ Never Split The Difference”  

Read back cover…After a stint …..

   There are 9 key principles 

1. Active listening 
2. Mirroring, silences and the night time DJ voice
3. Tactical Empathy 
4. Summaries and paraphrasing resulting in “That’s Right”
5. No starts the negotiating
6. Bending reality by anchoring emotions and navigating deadlines to create urgency 
7. Calibrated questions
   1. Employ calibrated questions through how questions
8. Effective bargaining 
9. The elusive Black Swan

Negotiation is nothing more than communication with results

Every chapter has a story that ties into the principle. In the opening chapter we learn of a Chris’s experience at a 2006 Harvard law school winter negotiation course. 

Story of Andy 

“How am I supposed to do that?” 

Tversky and Kahneman both proved that all humans suffered from Cognitive bias. Discovered more than 150 of them

·      Framing effect

o  People respond differently to the same choice depending on how its framed

·      Prospect theory

o  Taking unwarranted risks in the face of uncertain losses

·      Loss Aversion 

o  Statistically more likely to act to avert a loss in the than to achieve an equal gain

Kahneman codified his research in 2011 “ Thinking fast and slow” 

·      System 1 - The animal mind 

o  Fast, instinctive and emotional 

·      System 2 – The logical mind

o  Slow, deliberate and logical 

 This is exactly what was in play with “ How am I supposed to do that?”

·      Influenced the emotional mind into believing the offer wasn’t good enough

·      Rationalized the logical mind to into accepting that it made sense to give a better offer. 

What is the UC Moment (Uncommon Communicator moment) 

The moment of enlightenment from today

Negotiation is nothing more than communication with results

Next time we talk about “ how to be a mirror” 

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