Never Split Difference

Sales

Master FBI hostage negotiation techniques adapted for business. Apply Chris Voss' proven methods to close deals, handle objections, and negotiate from a position of strength.

[02] SEE THE DIFFERENCE

Generic AI gives generic answers. Skills give expert-level output.

YOUR PROMPT:

"Help me negotiate a better rate with my vendor who wants to increase prices 20%"

WITHOUT SKILL

Here are some tips for negotiating:
• Research market rates
• Be prepared to walk away
• Try to find a win-win solution
• Stay calm and professional
• Consider the long-term relationship

WITH SKILL

Let's use tactical empathy and calibrated questions:

**Accusation Audit (defuse tension first):**
"I know you probably think we're being difficult customers, and that we don't appreciate the value you provide..."

**Label their position:**
"It sounds like you're under pressure to hit revenue targets this quarter."

**Calibrated Questions:**
• "How does this pricing change benefit us as a customer?"
• "What flexibility do you have on timing or structure?"
• "How have other long-term customers handled this?"

**Late-round 'No':**
"Is it completely out of the question to keep our current rate for another year given our 3-year relationship?"

This approach makes them solve your problem while preserving the relationship.

Same prompt. Different output. That's what expert frameworks do.

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