[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"detail-sidebar-cat-1-en-105":3,"doc-seo-572315-105":53,"doc-detail-572315-en":126},{"code":4,"msg":5,"data":6},0,"success",[7,14,19,24,29,34,39,44,49],{"id":8,"doc_module":9,"doc_module_name":10,"category_name":11,"show_sort_weight":12,"slug":13},11,1,"Template","Presentations",90,"presentations",{"id":15,"doc_module":9,"doc_module_name":10,"category_name":16,"show_sort_weight":17,"slug":18},12,"Resumes",80,"resumes",{"id":20,"doc_module":9,"doc_module_name":10,"category_name":21,"show_sort_weight":22,"slug":23},14,"Invoices",70,"invoices",{"id":25,"doc_module":9,"doc_module_name":10,"category_name":26,"show_sort_weight":27,"slug":28},15,"Posters",60,"posters",{"id":30,"doc_module":9,"doc_module_name":10,"category_name":31,"show_sort_weight":32,"slug":33},16,"Social Media",50,"social-media",{"id":35,"doc_module":9,"doc_module_name":10,"category_name":36,"show_sort_weight":37,"slug":38},17,"Forms",40,"forms",{"id":40,"doc_module":9,"doc_module_name":10,"category_name":41,"show_sort_weight":42,"slug":43},18,"Letters",30,"letters",{"id":45,"doc_module":9,"doc_module_name":10,"category_name":46,"show_sort_weight":47,"slug":48},21,"Paper Templates",5,"papers-templates",{"id":50,"doc_module":9,"doc_module_name":10,"category_name":51,"show_sort_weight":4,"slug":52},158,"General","general-158",{"code":4,"msg":54,"data":55},"ok",{"site_id":56,"language":57,"slug":58,"title":59,"keywords":60,"description":61,"schema_data":62,"social_meta":119,"head_meta":121,"extra_data":123,"updated_unix":125},105,"en","never-split-the-difference-summary-cheat-sheet","Never Split the Difference - Summary Cheat-Sheet","","Negotiation guidance distilled into actionable tactics for creating safety, control, and trust. The cheat-sheet emphasizes intense listening with empathy, using tone shifts (including the “late-night DJ voice”), and structured mirroring and labeling to surface underlying emotions. It covers how to start with “no,” handle different forms of yes, neutralize negativity through observation and re-framing, and apply tools like accusation audits, deadlines, “fair,” extreme anchors, and loss aversion to bend counterparts’ reality toward agreement.",{"@graph":63,"@context":118},[64,80,101],{"@type":65,"itemListElement":66},"BreadcrumbList",[67,71,74,77],{"item":68,"name":69,"@type":70,"position":9},"https://docshare.wps.com","Home","ListItem",{"item":72,"name":10,"@type":70,"position":73},"https://docshare.wps.com/template/",2,{"item":75,"name":11,"@type":70,"position":76},"https://docshare.wps.com/template/presentations/",3,{"item":78,"name":59,"@type":70,"position":79},"https://docshare.wps.com/template/never-split-the-difference-summary-cheat-sheet/572315/",4,{"url":78,"name":59,"@type":81,"image":82,"author":87,"headline":59,"publisher":90,"fileFormat":93,"inLanguage":57,"description":61,"dateModified":94,"datePublished":95,"encodingFormat":93,"isAccessibleForFree":96,"interactionStatistic":97},"DigitalDocument",{"url":83,"@type":84,"width":85,"height":86},"https://docshare.wps.com/thumbnails/never-split-the-difference-summary-cheat-sheet/572315.png","ImageObject",442,249,{"name":88,"@type":89},"Jiven","Person",{"url":68,"name":91,"@type":92},"DocShare","Organization","application/pdf","2026-10-20","2026-10-13",true,{"@type":98,"interactionType":99,"userInteractionCount":9},"InteractionCounter",{"@type":100},"ViewAction",{"@type":102,"mainEntity":103},"FAQPage",[104,110,114],{"name":105,"@type":106,"acceptedAnswer":107},"What is the core goal of the negotiation tactics in this cheat-sheet?","Question",{"text":108,"@type":109},"People want to be understood and accepted. The approach focuses on empathy and revealing surprises to learn what the other side truly needs.","Answer",{"name":111,"@type":106,"acceptedAnswer":112},"How should you use mirroring during a negotiation?",{"text":113,"@type":109},"Repeat the last or critical three words someone said, use the late-night DJ voice, start certain sentences with “I’m sorry…”, and allow silence for at least four seconds.",{"name":115,"@type":106,"acceptedAnswer":116},"What techniques help neutralize negativity and prevent poor outcomes?",{"text":117,"@type":109},"Clear barriers to agreement first, label fears to reduce their influence, observe without judgment, and replace negative thoughts with compassionate, solution-based framing.","https://schema.org",{"og:url":78,"og:type":120,"og:title":59,"og:site_name":91,"og:description":61},"article",{"robots":122,"canonical":78},"index,follow",{"doc_id":124,"site_id":56},572315,1792460369,{"code":4,"msg":5,"data":127},{"doc_id":124,"user_id":128,"nickname":88,"user_avatar":129,"doc_module":9,"category_id":8,"category_name":11,"doc_title":59,"doc_description":61,"doc_content":130,"file_id":131,"file_url":132,"file_type":133,"file_size":134,"view_count":9,"is_deleted":4,"is_public":9,"is_downloadable":9,"audit_status":9,"page_count":135,"language":136,"language_code":57,"site_id":56,"html_lang":57,"table_of_contents":137,"faqs":138,"seo_title":139,"seo_description":61,"update_tm":140,"read_time":73},1099513958607,"https://ap-avatar.wpscdn.com/avatar/100002390cf8733938c?x-image-process=image/resize,m_fixed,w_180,h_180&k=1778829742770036399","Never Split the Difference by Chris Voss Summary Cheat-Sheet  \n\n| Goal | ● People want to be understood and accepted. 2 primal urges:\u003Cbr>○ Need to feel safe & secure\u003Cbr>○ Need to feel in control\u003Cbr>● Listen intensely → demonstrate empathy + show a sincere desire to better understand what the other side is experiencing |\n| --- | --- |\n| Prepare | ● Goal: reveal surprises in the negotiation\u003Cbr>● Hypotheses vs. assumptions: Use negotiation to test hypotheses\u003Cbr>● Uncover as much information as possible (not battle of arguments)\u003Cbr>● Uncover what counterpart actually needs (money , emotional , otherwise) → get them feeling safe to talk more\u003Cbr>●  Sole focus: the other person and what they have to say |\n| Tone | ● Smile\u003Cbr>● Slow. It. Down\u003Cbr>● Three voices:\u003Cbr>○  Late-night DJ voice: Use selectively to make a point. Inflect voice downward. Calm and slow. Creates aura of trustworthiness without triggering defensiveness\u003Cbr>○  Positive & playful: Default voice. Voice of easygoing & good natured person. Relax & smile while talking\u003Cbr>○  Direct / Assertive: Used rarely |\n| Mirror | ● Repeat the last (or critical) 3 words of what someone else has said\u003Cbr>● Insinuates similarity which facilitates bonding\u003Cbr>● Connectors because they help your counterpart connect thoughts |\n| Mirror Process | 1. Use Late Night FM DJ Voice\u003Cbr>2. Start sentences with I ’m sorry…\u003Cbr>3. Mirror\u003Cbr>4. Silence , at least 4 seconds to let mirror work it’s magic\u003Cbr>5. Repeat |\n| Tactical\u003Cbr>Empathy | ● Imagine myself in the counterpart’s situation\u003Cbr>● Recognize their perspective and vocalize that recognition\u003Cbr>● Understand counterpart’s feelings & hear what is behind those feelings\u003Cbr>● Bring my attention to the emotional obstacles to getting an agreement done\u003Cbr>● Look at words , tone , and body language. Spot changes and look for incongruencies |\n| Labels | \u003Cbr>.\u003Cbr>● It sounds like   .\u003Cbr>● It looks like\u003Cbr>● Validate someone’s emotion by acknowledging it\u003Cbr>● It seems like  \u003Cbr>● Pause to let the label sink in. Other party will fill in the silence\u003Cbr>● Every 4th verbalization should be a label |\n| Neutralize the\u003Cbr>Negative | ● Focus first on clearing the barriers to an agreement\u003Cbr>● Label fears to diffuse their power\u003Cbr>● Look I ’m an asshole\u003Cbr>Process:\u003Cbr>1. Observe without reaction & judgement\u003Cbr>2. Label each negative feeling\u003Cbr>3. Replace with a positive, compassionate & solution-based thought |\n| Accusation Audit | ● List the worst things my counterpart can say about me first\u003Cbr>● Use labels to reinforce & encourage positive perceptions\u003Cbr>● Remove I understand from your vocabulary. Never use it |\n\n© Yan-David Erlich , 2016  \nPage 1 of 6  \nNever Split the Difference by Chris Voss Summary Cheat-Sheet  \n© id li h 6 g f 6  \n\n| Start with No | ● Need to feel in control → get by saying No\u003Cbr>● Saying Yes makes people defensive\u003Cbr>● If I hear No →\u003Cbr>\u003Cbr>○ What about this doesn ’t work for you?\u003Cbr>○ What would you need to make this work?\u003Cbr>○ It seems there ’s something here that bothers you?\u003Cbr>● 3 types of Yes\u003Cbr>○ Counterfeit: Yes as an escape route (want to say No)\u003Cbr>○ Confirmation: Reflexive response question. Affirmation with no promise of action\u003Cbr>○ Commitment: True agreement that leads to action\u003Cbr>● Trigger a No: Is now a bad time to talk?\u003Cbr>● Might sometimes need to force counterpart into a no\u003Cbr>○ Intentionally mis label an emotion\u003Cbr>○ Ask a ridiculous question that can only be answered by a No |\n| --- | --- |\n| Email Magic | Have you given up on this project? |\n| That ’s Right | ●  Good: That ’s Right\u003Cbr>●  Bad: Yes, You ’re Right |\n| Summary to\u003Cbr>trigger That ’s Right | Trigger That ’s Right with a Summary:\u003Cbr>1.  Effective Pauses encourage the counterparty to keep talking\u003Cbr>2. Minimal Encouragers: Yes, OK, Uh-Huh, I see → show I’m paying full attention\u003Cbr>3. Mirroring: Listen & repeat back\u003Cbr>4. Labeling: Give feelings a name & identify with how they feel\u003Cbr>5. Paraphrase: Repeat in my own words to show I’m really understanding\u003Cbr>6. Su","cbCaihrbheQco3jC","https://ap.wps.com/l/cbCaihrbheQco3jC","pdf",371111,6,"English","# Goal\n# Prepare\n# Tone\n# Mirror\n# Tactical Empathy\n# Labels\n# Neutralize the Negative\n# Accusation Audit\n# Start with No\n# Email Magic\n# That ’s Right\n# Summary to Trigger That ’s Right\n# Never Split the Difference\n# Deadlines\n# Three uses of Fair\n# Extreme Anchor\n# Loss Aversion\n# Bend their Reality","[{\"question\":\"What is the core goal of the negotiation tactics in this cheat-sheet?\",\"answer\":\"People want to be understood and accepted. The approach focuses on empathy and revealing surprises to learn what the other side truly needs.\"},{\"question\":\"How should you use mirroring during a negotiation?\",\"answer\":\"Repeat the last or critical three words someone said, use the late-night DJ voice, start certain sentences with “I’m sorry…”, and allow silence for at least four seconds.\"},{\"question\":\"What techniques help neutralize negativity and prevent poor outcomes?\",\"answer\":\"Clear barriers to agreement first, label fears to reduce their influence, observe without judgment, and replace negative thoughts with compassionate, solution-based framing.\"}]","Never Split the Difference - Summary Cheat-Sheet | PDF",1791926706]