Chapter 8 Cheat Sheet Guarantee Execution

Cheat Sheet - Chapter 8, from Never Split the Difference by Chris Voss

Core Principle

• “Yes” is nothing without “How.”
• Execution matters more than agreement.

Key Questions

• How am I supposed to do that?
• How will we know we're on track?
• How will we address things if we're off track?

Watch For

• “You're right” = low commitment.
• “I'll try” = likely failure.

7-38-55 Rule

• 7% words
• 38% tone
• 55% body language

Rule of Three

1. Initial agreement
2. “That's right”
3. Implementation discussion

Pinocchio Effect

• More words
• More third-person pronouns
• More complex sentences

Decision-Maker Detection

• I / Me / My = less authority
• We / They / Them = more authority

Four Ways to Say No

1. How am I supposed to do that?
2. That doesn't work for me.
3. I can't do that.
4. I'm sorry, no.