Never Split the Difference: Negotiating as If Your Life Depended on It

Based on a study by Albert Mehrabian, the 7-38-55 rule suggests that most of a message’s meaning comes from a speaker’s tone and body language, at 38% and 55%, respectively. Only 7% of meaning stems from the speaker’s words. Voss suggests that negotiators must be attentive to discrepancies between what a person says and the way they say it.

As developed by Mike Ackerman, the Ackerman model of negotiation is a prepared system for bargaining divided into steps. First, set a target price, then make a first offer at 65% of that price. While empathizing with your counterpart and saying “no” in several ways, raise your offer in three steps, to 85%, 95%, and finally 100%. Use a nonrounded number for your final offer and include a nonmonetary item. Voss endorses the Ackerman system as part of a rigorous negotiation.

One of three negotiation styles. Accommodators prioritize building relationships and are prone to avoiding conflict.