65, 85, 95 and 100 percent of target, ending on a precise number.
Chris Voss's framework, from Never Split the Difference, pp. 155 to 174.
Target
Set it.
65 percent first offer
Extreme anchor.
Three raises
85, 95, 100 percent.
Empathy and no
Get their counter first.
Odd number
Precise.
Nonmonetary item
Signals limit.
From chapter: CHAPTER 9 | BARGAIN HARD, pp. 155–174
Voss starts with buying a red Toyota 4Runner for $30,000 against a $36,000 sticker by saying 'no' without the word. He sorts counterparts into Analysts, Accommodators and Assertives, and says the Golden Rule is wrong: treat people the way they need to be treated. He teaches how to take a punch from an extreme anchor and how to punch back with assertion, strategic umbrage and boundaries, without turning the other side into an enemy. The centrepiece is the Ackerman model, which starts at 65 percent of target and moves in decreasing steps to 85, 95 and 100 percent, ending on a precise number.
