[Obsidian AVA](https://github.com/louis030195/obsidian-ava) AI generated tags: #social #hack #cooperation #rationality #neuroeconomic #negotiation #humans #business Created at 2022-12-15 # [Anonymous feedback](https://www.admonymous.co/louis030195) # [[Epistemic status]] #shower-thought #to-digest # Related - [[Social hacks]] - [[Naval - Pick Partners With Intelligence - Energy and Integrity]] - [[en.wikipedia.org - Neuroeconomics - Wikipedia-2]] - [[Reciprocal positivity]] # TODO > [!TODO] TODO # Negotiation >People who view negotiation as a battle of arguments become overwhelmed by the voices in their head. Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible. >~ [[Chris Voss - Never Split the Difference Negotiating as if Your Life Depended on It|Chris Voss]] Negotiation is like taking a journey. You don't know what lies ahead, but you can discover more [[Information|information]] as you go. You can explore different paths and gather [[Philosophy/Epistemology/Knowledge|knowledge]] to help you make the best decisions. By the end of your journey, you can be sure that you have uncovered all the facts and made the most informed choice. ## Techniques ### Six Techniques for Effective Negotiation The following text outlines six techniques for successful negotiation: * **Using effective pauses:** Pausing during conversations can provide the negotiator with an opportunity to take a step back and assess the situation. * **Minimal encouragers:** Utilizing phrases such as "okay" or "I see" during conversations can help to encourage the negotiator and show that you are listening. * **Mirroring:** Rephrasing the negotiator's comments back to them can help to show that you are understanding what they are saying. * **[[Negotiation labelling|Labeling]]:** Naming the negotiator's thoughts and feelings can help to validate their emotions and provide a deeper understanding of the situation. * **Paraphrasing:** Restating the negotiator's thoughts in your own words can help to ensure that you are accurately understanding their point of view. * **Summarizing:** Summarizing the conversation can help to bring closure to the negotiation while also helping to ensure that all points have been discussed. ## Personas ### Positive playful The positive/playful voice can be thought of as a form of the [[Tit for tat|tit for tat]] strategy in [[Game Theory|game theory]]. This strategy involves cooperating with the other person at first, and then mirroring their moves. This type of approach is likely to result in a win-win outcome, as both parties will recognize that they can benefit from cooperating. By using a positive and playful voice, you are showing your willingness to work together and engender trust. This trust is a crucial part of successful negotiations and can lead to solutions that both parties are happy with. ### The Bully >The Bully (aka UAW Negotiator) >The bully negotiates by yelling and screaming, forcing issues, and threatening the other party. Most folks who are bullies aren't the smart and don't really understand the issues; rather, they try to win by force. There are two ways to deal with bullies: punch them in the nose or mellow out so much that you sap their strength. If you can outbully the bully, go for it. But if you are wrong, then you've ignited a volcano. Unlike on the children's playground, getting hit by a bully during a negotiation generally doesn't hurt; so unless this is your natural ne gotiating style, our advice is to chill out as your adversary gets hotter. ### The Technocrat >The Technocrat (aka Pocket Protector Person) >This is the technical nerd. Although they won't yell at you like the bully and you don't wonder if there is a real human being behind the facade like you do with the nice guy, you will feel like you are in endless detail hell. The technocrat has a billion issues and has a hard time deciding what's really important, since to them everything is important for some reason. Our advice is to grin and bear it and perhaps play Fortnite while you are listening to the other side drag on. Technocrats tend to cause you to lose your focus during the ne- gotiation. Make sure you don't by remembering what you care about and conceding the other points. But make sure you cover all the points together, as the technocrat will often negotiate every point from scratch, not taking into consideration the give-and-take of each side during the negotiation. Sometimes this role is simply that: a role. Many folks have endless energy for this stuff and will use this tactic to simply tire you out during the negotiation. ### The Nice Gay >The Nice Gay (aka Used-Car Salesman) >Whenever you interact with this pleasant person, you feel like they are trying to sell you something. Often, you aren't sure that you want what they are selling. When you say no, the nice guy will either be openly disappointed or will keep on smiling at you just like the audi ence at a Tony Robbins event. In their world, life is great as long as you acquiesce to their terms (or buy this clean 2010 Chrysler Sebring). As the negotiation unfolds, the nice guy is increasingly hard to pin down on anything. While the car salesman always needs to go to their manager, the nice-guy negotiator regularly responds with talk "Let me consider that and get back to you." While the nice guy doesn't yell at you like the bully, it's often frustrating that you can ### The Wimp >The Wimp (aka George McFly) >The wimp may sound like the perfect dance partner here, but they have their own issues. Our bet is that you can take their wallet pretty easily during the negotiation, but if you get too good a deal it will come back to haunt you. And then you get to live with them on your board of directors once you close your financing. With the wimp, you end up negotiating both sides of the deal. Sometimes this is harder than having a real adversary. ### Smooth, Steady, and Smart >Smooth, Steady, and Smart (aka Diane Lockhart from The Good Fight) >The last of the personalities is the person who really has it all. This per son can shape-shift into one or more of the personas we mentioned but has a natural calm brilliance that makes for a strong adversary. This person spends the right amount of time preparing, knows all the points at play, and has done their homework on you. They are so confident of their work product that they ooze a legitimate calm like they are walking in a park. If you've done your homework, the two of you probably will engender immediate respect and sometimes even trust. This is the best of all worlds and truly leads to a win-win out- come. On the other hand, if you haven't done your homework, they will steamroll you while making you feel good about it. Later on, that evening, you will feel differently as you commiserate with yourself over your favorite adult beverage. >You should never make an offer first. There's no reason to, unless you have another concrete one on the table. Why run the risk of aiming too low? >~ [[Brad Feld - Venture Deals Be Smarter Than Your Lawyer and Venture Capitalist]]