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Never Split The Difference Pdf
About This Book
To answer my questions, a year later, in 2006, I talked my way into Harvard Law School’s Winter Negotiation Course.
The best and brightest compete to get into this class, and it was filled with brilliant Harvard students getting law and business degrees and hotshot students from other top Boston universities like the Massachusetts Institute of Technology and Tufts. The Olympic trials for negotiating. And I was the only outsider.
The first day of the course, all 144 of us piled into a lecture hall for an introduction and then we split into four groups, each led by a negotiation instructor. After we’d had a chat with our instructor—mine was named Sheila Heen
and she’s a good buddy to this day—we were partnered off in pairs and sent into mock negotiations. Simple: one of us was selling a product, the other was the buyer, and each had clear limits on the price they could take.
My counterpart was a languid redhead named Andy (a pseudonym), one of those guys who wear their intellectual superiority like they wear their khakis: with relaxed confidence. He and I went into an empty classroom overlooking one of those English-style squares on Harvard’s campus, and we each used the tools we had. Andy would throw out an offer and give a rationally airtight explanation for why it was a good one—an inescapable logic trap—and I’d answer with some variation of “How am I supposed to do that?”
We did this a bunch of times until we got to a final figure. When we left, I was happy. I thought I’d done pretty well for a dumb guy.
After we all regrouped in the classroom, Sheila went around the students and asked what price each group had agreed on, and then wrote the result on the board.
Finally, it was my turn.
“Chris, how did you do with Andy?” she asked. “How much did you get?”
I’ll never forget Sheila’s expression when I told her what Andy had agreed to pay. Her whole face first went red, as if she couldn’t breathe, and then out popped a little strangled gasp like a baby bird’s hungry cry. Finally, she started to laugh….
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