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Book Summary

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Chapter 1: The New Rules

This chapter introduces the author's journey from being an FBI agent to a lead international kidnapping negotiator. It sets the stage for the negotiation techniques that will be discussed in the book.

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Chapter 2: Be a Mirror

This chapter emphasizes the importance of active listening in negotiation. It introduces techniques like mirroring, using silence, and the "Late Night FM DJ Voice" to make the counterpart feel safe and reveal more about their needs and wants.the book.

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Chapter 3: Tactical Empathy

The author delves into the concept of Tactical Empathy, which involves understanding the counterpart's perspective and gaining their trust by reflecting that understanding back to them. Techniques like labeling and accusation audits are introduced to defuse negative dynamics.

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Chapter 4: Embrace NO

This chapter discusses the importance of getting to "No" in a negotiation. It explains how stepping out of one's ego and negotiating in the counterpart's world can lead to an agreement that both parties will implement. It also introduces an email technique to ensure that one's messages are never ignored.

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Chapter 5: Trigger the Two Words That Immediately Transform Any Negotiation

This chapter focuses on the power.of the words "That's right". It explains how to create an atmosphere of unconditionalpositive regard and how to affirm the counterpart's worldview using summaries and paraphrasing.

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Chapter 6: Bend Their Reality

The author explains how to frame a negotiation in a way that the counterpart unconsciously acceptsthe limits placed on the discussion. Techniques to navigate deadlines, employ the idea of fairness, and anchor emotions are discussed.

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Chapter 7: Create the Illusion of Control

This chapter introduces the concept of Calibrated Questions, which are queries that begin with "How?" or "What?". These questions force the counterpart to apply their mental energy to solving your problems.

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Chapter 8: Guarantee Execution

The author demonstrates how to use Calibrated Questions to guard against failures in the implementation phase. Techniques to influence the deal killers when they're not at the table are also discussed.

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Chapter 9: Bargain Hard

This chapter offers a step-by-step process for effective bargaining. It introduces the Ackerman system, an effective process for setting and making offers.

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Chapter 10: Find the Black Swan

The final chapter explains how to find and use the most rare of negotiation elements: the Black Swan. These are pieces of information that, if uncovered, would change everything in a negotiation. The author explains how to recognize these and use them to gain leverage over the counterpart and achieve truly amazing deals.

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