Labeling is a simple, versatile skill that lets you reinforce a good aspect of the negotiation, or diffuse a negative one.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
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In any negotiation, but especially in a tense one like this, it’s not how well you speak but how well you listen that determines your success.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
“That’s right,” he said. This was the breakthrough she had hoped to reach. The doctor had been skeptical and cold. But when she recognized his passion for his patients—using a summary—the walls came down. He dropped his guard, and she was able to gain his trust.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
The normal behavior of the tribe often overpowers the desired behavior of the individual. The reward of being accepted is often greater than the reward of winning an argument, looking smart, or finding truth.
ATOMIC HABITSSelf-Help / Business
The best way to describe the late-night FM DJ’s voice is as the voice of calm and reason. When deliberating on a negotiating strategy or approach, people tend to focus all their energies on what to say or do, but it’s how we are (our general demeanor and delivery) that is both the easiest thing to enact and the most immediately effective mode of influence.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
By labeling the fears and asking for input, Anna was able to elicit an important fact about ABC’s fears, namely that ABC was expecting this to be a high-profit contract because it thought Anna’s firm was doing quite well from the deal.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
Anchoring their emotions in preparation for a loss, you inflame the other side’s loss aversion so that they’ll jump at the chance to avoid it.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
The problems of space war that exist at every time scale lie at the intersection of Newton’s laws and human nature.
A CITY ON MARSNon-Fiction
The earth is the cradle of humanity, but one cannot forever live in the cradle.
A CITY ON MARSNon-Fiction
The wrong choices wouldn’t merely slow us down, they might create existential risk for humanity.
A CITY ON MARSNon-Fiction
Who cares how well you perform if you’re so utterly miserable?
OUTLIVENon-Fiction
It is beyond backwards that we do not treat hyperinsulinemia like a bona fide endocrine disorder of its own.
OUTLIVENon-Fiction
We do not inherit the land from our ancestors; we borrow it from our children.
BRAIDING SWEETGRASSNon-Fiction
The sooner we get to the Moon, the sooner we get American astronauts to Mars.
A CITY ON MARSNon-Fiction
Immediate reinforcement can be especially helpful when dealing with habits of avoidance, which are behaviors you want to stop doing.
ATOMIC HABITSSelf-Help / Business
The key to mitigating these losses of identity is to redefine yourself such that you get to keep important aspects of your identity even if your particular role changes.
ATOMIC HABITSSelf-Help / Business
Improvement requires a delicate balance. You need to regularly search for challenges that push you to your edge while continuing to make enough progress to stay motivated.
ATOMIC HABITSSelf-Help / Business
If that inactivity stems from a fall or a broken bone, and lasts longer than a few days, it can often kick off a steep decline from which we may never fully recover.
OUTLIVENon-Fiction
I knew what she meant: While I wasn’t actually saying “No,” the questions I kept asking sounded like it. They seemed to insinuate that the other side was being dishonest and unfair. And that was enough to make them falter and negotiate with themselves.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
Given these possibilities, perhaps the reason the dinosaurs lasted for nearly two hundred million years is because they did not have a space program.
A CITY ON MARSNon-Fiction
The most basic challenge is that people don’t know the questions to ask the customer, the user . . . the counterpart. Unless correctly interrogated, most people aren’t able to articulate the information you want.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
In any bare-knuckle bargaining session, the most vital principle to keep in mind is never to look at your counterpart as an enemy. The person across the table is never the problem. The unsolved issue is.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
The art of closing a deal is staying focused to the very end. There are crucial points at the finale when you must draw on your mental discipline.
NEVER SPLIT THE DIFFERENCESelf-Help / Business
Exercise helps the human “machine” perform far better for longer.
OUTLIVENon-Fiction
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