On this episode of Messy in the Middle, Ed and Jefi discuss Chris Voss' book Never Split the Difference, which is all about negotiation and communication. They talk about why it's important to understand negotiation and communication, and they discuss how they have used the book and the additional class they took with the Black Swan Group to help improve their practices. They believe that if everyone had a better understanding of negotiation and communication, it would help them get to resolutions quicker and with less ego involved.

Click Here to learn more about Chris Voss and sign up for Negotiation Training.

QUOTES

• “When you position your questions to someone so that they can say no, you're giving them the power, and it creates a sense of safety and security.” - Ed Billings 

• “Ask open ended questions. What and why questions are probing. When you ask a question that end in a yes or no, you can answer it. That doesn't open it up for discussion.” -Jefi Moultrie 

TIMESTAMPS

02:50 Negotiation Strategies: Active Listening

12:14 Tactical Empathy in Building Rapport and Trust

18:14 Negotiation Skills: Accusation Audit and Request for Repairs

22:36 Conversation on the Power of No in Sales Techniques

RESOURCES

• Never Split the Difference
• The Five Dysfunctions of a Team
• The Peak Experience
• The U.S. Housing Market Has Peaked
• Why Rising Mortgage Rates Push Buyers off the Fence
• The One Thing Every Homeowner Needs To Know About a Recession

CONTACT

Messy in the Middle: messyinthemiddlepodcast.com

Ed Billings: edbillings.com

Jefi Moultrie: jefisrealestate.com