Problem
Negotiators make poor decisions when they act without enough information.
Action
Listen carefully and ask questions before presenting your position.
Outcome
You discover information that improves your leverage.
Chapter: The New Rules: How to Become the Smartest Person in Any Room
Problem
People often stop sharing important information too soon.
Action
Repeat a few important words the other person just said.
Outcome
They reveal more useful details.
Chapter: Be a Mirror: How to Quickly Establish Rapport
Problem
Unspoken emotions create resistance and distrust.
Action
State what the other person appears to be feeling.
Outcome
They feel understood and become more open.
Chapter: Don’t Feel Their Pain, Label It: How to Create Trust with Tactical Empathy
Problem
A yes can hide true concerns and objections.
Action
Ask questions that allow the other person to disagree comfortably.
Outcome
You uncover their real position.
Chapter: Beware “Yes” - Master “No”: How to Generate Momentum and Make It Safe to Reveal the Real Stakes
Problem
People resist persuasion when they feel misunderstood.
Action
Summarize their perspective accurately until they fully agree with it.
Outcome
They become more receptive to influence.
Chapter: Trigger the Two Words That Immediately Transform Any Negotiation: How to Gain the Permission to Persuade
Problem
People judge offers against their perception of fairness.
Action
Establish a favorable reference point before discussing terms.
Outcome
Your proposal appears more reasonable.
Chapter: Bend Their Reality: How to Shape What Is Fair
Problem
Direct demands often create resistance.
Action:
Ask calibrated questions that prompt the other person to think through the problem.
Outcome
They become a partner in finding a solution.
Chapter: Create the Illusion of Control: How to Calibrate Questions to Transform Conflict into Collaboration
Problem
Agreement does not guarantee action.
Action
Define exactly who will do what and when.
Outcome
Follow-through becomes more reliable.
Chapter: Guarantee Execution: How to Spot the Liars and Ensure Follow-Through from Everyone Else
Problem
Giving value away freely weakens your negotiating position.
Action
Request something in return whenever you make a concession.
Outcome
You protect value while moving toward agreement.
Chapter: Bargain Hard: How to Get Your Price
Problem
Important factors often remain unknown during negotiation.
Action
Investigate motives, constraints, and details that others overlook.
Outcome
You uncover leverage that creates better outcomes.
Chapter: Find the Black Swan: How to Create Breakthroughs by Revealing the Unknown Unknowns