Takeaways
- Open questions
- Let the other person fix your problem with open questions
- Importance of your internal state being good and avoiding anger and making anything personal at all costs
- Negotiate by using a high anchor
- Cool DJ voice – all is under control, all is well
- Black swans are so important in negotiations – they are the things you don’t know about the other side
- Find black swans through genuine curiosity and open questions to get them talking