Chapter 1: The Art of Negotiation
* Summary: Introduces the concept of "Verbal Judo," a negotiation technique that focuses on understanding and controlling the emotional dynamics of negotiation. Emphasizes the importance of empathy and finding common ground.
Real Example: In a business negotiation, a buyer starts aggressively by making a lowball offer. The seller employs Verbal Judo by actively listening, understanding the buyer's motivations, and finding areas of agreement (e.g., the quality of the product).
Chapter 2: Tactical Empathy
* Summary: Explores the power of empathy in negotiation. Teaches techniques for listening attentively, asking open-ended questions, and mirroring the other person's body language.
Real Example: In a hostage situation, a negotiator successfully establishes empathy with the hostage-taker by listening patiently, asking questions that demonstrate understanding, and mirroring the hostage-taker's stance.
Chapter 3: The Mirror
* Summary: Introduces the "Mirror" technique, a method for countering manipulative tactics by reflecting back the other person's words and tone without judgment.
Real Example: In a salary negotiation, the manager says, "Your salary expectations are too high." The candidate responds with the Mirror technique, "I understand that my expectations are above the company's average, but I believe my skills and experience justify this request."
Chapter 4: Calibrated Questions
* Summary: Explores the use of calibrated questions, which are specifically designed to elicit valuable information from the other person without revealing your own position.
Real Example: In a car negotiation, the salesperson asks, "What is your ideal price range for a vehicle?" rather than giving a specific offer, allowing them to learn the buyer's desired price point.
Chapter 5: Black Swans and Negotiation
* Summary: Examines the role of uncertainty and the unexpected in negotiation. Provides strategies for managing surprise events and adapting quickly to changing circumstances.
Real Example: In a deal to acquire a company, the acquirer learns that the target company is facing an unforeseen legal issue. The acquirer uses the "Black Swan" technique to reassess the deal and negotiate a revised agreement.
Chapter 6: The Power of Labels
* Summary: Discusses the impact of labels on negotiation and provides techniques for reframing negative perceptions into more positive ones.
Real Example: In a union negotiation, the union labels the company's proposal as "unfair." The company reframes this by saying, "We understand your concerns about the proposal, but we believe it is a balanced and equitable solution."
Chapter 7: Emotional Intelligence
* Summary: Emphasizes the importance of self-awareness and emotional regulation in negotiation. Provides strategies for identifying and managing your own emotions and those of the other person.
Real Example: In a high-stakes real estate negotiation, the seller becomes emotional and starts raising their voice. The buyer remains calm, acknowledges the seller's emotions, and redirects the conversation back to the facts.
Chapter 8: The Art of Strategic Silence
* Summary: Explains the power of silence in negotiation. Provides techniques for using silence to create tension, gather information, and influence the other person.
Real Example: In a high-level negotiation between two executives, the negotiator stays silent for several seconds after the other person presents their offer, creating anticipation and encouraging them to reveal more information.
