Since starting these memos 2 weeks ago we've grown from 11 people to 67! You guys rock, hard. Keep the energy coming!
The beautiful tango of information; verbal intercourse, if you will. It's an enchanting thing of ~ideally~ mutual benefit.
There's 6 main tactics that I've learned from and implemented in the past. Many to the credit of Chris Voss and his book, Never Split the Difference.
I've used them successfully in situations ranging from $50K+ wholesale negotiations, used car purchases, grade haggling in college, and getting security deposits back from landlords.
Pick and choose from them as you see fit, like a buffet.
A woman is selling her car for $7000, I ask "why are you selling your car?". She responds that she is relocating to the west coast. I respond with "oh really? I've moved long distances before and I know how challenging that can be."
That is tactical empathy - show them you understand their situation and can put yourself in their shoes. Do this very early on.
I ask the woman selling her car "Why are you moving to the west coast?" to which she responds that she is moving for a job in Sacramento.
After she says she's moving for a job in Sacramento I then mirror and label with "Moving for a job in Sacramento? That sounds like it could be stressful. Tell me more"
Which she then responds with "well, I don't really have a job secured yet, I leave in a week and I'm just looking to get money to pay for my first few months rent until I get on my feet."
BOOM. That's the gem you're looking for, the holy grail moment. You now have a deadline and a range to anchor your offer (3 months rent in Sacramento ~$4500, compared to the $7000 asking price).
Just think of Leo Dicaprio when he’s on the phone roping sales deals in Wolf of Wall St. This scene here shows how he lowers his pitch strategically at certain points in the conversation.
As a general rule of thumb you never want to make the first offer. The Ackerman model gives us the following steps for preparing for the haggle.
Number 6 is my personal favorite.
A "flow" state is when you're so immersed in what you're doing that you don't notice anything around you. You lose track of time and are fully engaged in your work or craft.
Some people call it "getting in the zone" or the "groove". It's a state of heightened focus and performance.
However getting in "flow" isn't always a switch that you can turn off and on. Most people say it takes 30-60 minutes after sitting down to really "get in the zone" and focus.
But what if it was instant? What if you could get laser focused at a moment's notice?
Enter "music triggers"
Think of Pavlov's famous dog experiment. Every time he rings the bell, the dog gets food. Eventually, when he rings the bell, the bell triggers chemical signals in the dog's brain to salivate because of the anticipation of what's to come next.
We take the same principles but apply them to our own brain. Here's what the habit loops look like:
Trigger: Bell / Song
Routine: Eating / Deliberate work or study
Reward: Stimulation of taste buds / Feeling of accomplishment
Then underlying that loop is the conditioned response; what your brain is trained to do in anticipation of what's to come next. For Pavlov's dog it was salivating, for us it's heightened focus.
So basically we're all trainable like dogs, if we want to be ; )
How do you do it?
1. Create a playlist of 1-4 songs that really motivate you
2. Everyday when you're sitting down for deliberate focus, put that playlist on repeat until your work is done
3. Repeat this for ~1-3 months.
4. Enjoy your focusing superpowers
I started it in January and I can tell you for a fact it works. My playlist is called "Flow (the select few)" and you can check it out here. It's all old Meek songs, they always get me going.