Refuse softly so the other side bids against itself and test a 'yes' three times.
Chris Voss's framework, from Never Split the Difference, pp. 134 to 154.
How am I supposed to do that?
Request for help.
Your offer is generous, I'm sorry
Soft no.
I'm sorry, I can't
Direct but empathic.
I'm sorry, no
Gentle.
No
Last.
From chapter: CHAPTER 8 | GUARANTEE EXECUTION, pp. 134–154
Voss says a deal is only as good as its implementation, and 'Yes' is nothing without 'How'. In the Ecuador kidnapping of José, his wife Julie answered every demand with a question and drove the ransom from $5 million to $16,500 while the kidnappers argued among themselves and José escaped. The chapter covers the 'How' as a gentle 'No', influencing the people behind the table, spotting lies with the 7-38-55 rule, the Pinocchio effect and pronoun use, the Rule of Three, and the 'Chris discount'. A four step 'No' series let a student get a seller to bid against himself from €30,812 to €23,567.
