Action Items from “Never Split the Difference” Summary in Bucuresti.

• Otopeni Airport: Practice active listening: Focus intensely on what the other person is saying and validate their emotions to build trust and safety in the conversation.
• Arcul de Triumf: Use mirrors: Reflect the last few words your counterpart says to encourage empathy, keep the conversation going, and prompt them to reveal more information.
• Universitate: Develop tactical empathy: Be aware of the emotional aspects of negotiations and use this understanding to influence the outcome positively.
• Strada Doamnei: Label emotions: Verbally acknowledge the other person’s feelings without involving external factors to create a bond.
• Benches - Call with Paul: Be willing to walk away: Know your bottom line and be prepared to leave the negotiation if it does not meet your criteria.
• Caru Cu Bere Restaurant with Vlad: Engage with Level II players: Influence the decision-makers not present at the negotiation table but who have the power to affect the outcome.
• Commons Cowork: Embrace “No”: Use “No” as an opportunity to understand the other party’s desires better by finding out what they don’t want.
• Massive Fountain: Adopt the correct tone of voice: Utilize the late-night FM DJ voice, the positive/playful voice, or the direct/assertive voice appropriately to build rapport.
• World Biggest Parliament Building: Test assumptions: Challenge what others accept at face value and stay open to all possibilities.
• Parcul Izvor: Master the use of calibrated questions: Use “How” and “What” questions to encourage your counterpart to explain their position and how an agreement can be implemented.
• Park with Tretboats: Implement an “Accusation Audit”: Address potential negative dynamics upfront to diffuse tension.
• Cathedral Prepare for unpredictability: Be ready to adapt to new information and surprises during the negotiation process.
• University: Label barriers and fears: Address negative undercurrents directly to lessen their impact.
• Ateneul Roman: Utilize silence: After making a statement or asking a question, allow silence to give the other person space to respond.
• Piata Romana: Pre-empt accusations: Speak the negative things the other party might say about you to neutralize their impact.
• Piata Victoriei: Seek a “That’s right” confirmation: Summarize and affirm the other’s perspective until you get them to say “That’s right,” indicating full understanding and agreement.
• Parcul Kisseleff: Anchor expectations: Start with a high or low initial number to influence perception of what’s fair.
• Parcul Herastrau: Pivot: Direct discussions to non-monetary terms that are important to you but may have less impact on the other party.
• Banesse Airport Park Sunday Run: Prepare for hard bargaining using the Ackerman Model: Begin with a low initial offer and incrementally increase it, using precise numbers to give your offer credibility.
• Terme Bucuresti: Identify and exploit Black Swans: Search for unknown, crucial pieces of information (Black Swans) that could change the negotiation dynamic.