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To Sell Is Human Summary We’re all in sales. Ambiverts are the most effective salespeople It’s easier to sell something to someone when you know doing so will improve their life — and maybe even the world. Quick  Ideas “Like it or not, we’re all in sales now”. “The ability to move others to exchange what they have for what we have is crucial to our survival and our happiness”. “Adam Grant has discovered that the most effective salespeople are ambiverts, those who fall somewhere in the middle of the introversion-extraversion scale”. “The most effective self-talk doesn’t merely shift emotions. It shifts linguistic categories. It moves from making statements to asking questions”. “Anytime you’re tempted to upsell someone else, stop what you’re doing and upserve instead. Don’t try to increase what they can do for you. Elevate what you can do for them”. To Sell Is Human Summary “Like it or not, we’re all in sales now”. “The ability to move others to exchange what t...

Never Split the Difference , Chris   reveals his battle-tested strategies for high-stakes negotiations.  Quick Ideas Negotiation begins with listening, making it about the other people, validating their emotions, and creating enough trust and safety for a real conversation to begin. Use mirrors to encourage the other side to empathize and bond with you, keep people talking, buy your side time to regroup, and encourage your counterparts to reveal their strategy. Tactical empathy brings our attention to both the emotional obstacles and the potential pathways to getting an agreement done. Giving someone’s emotion a name, otherwise known as labeling, gets you close to someone without asking about external factors you know nothing about.  “No” provides a great opportunity for you and the other party to clarify what you really want by eliminating what you don’t want. Never Split the Difference Summary Chapter 1: The New Rules Negotiation begins with the universally applicabl...