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

talked about in Chapter 3, slow and measured with a
downward inflection. However, Analysts often speak in a
way that is distant and cold instead of soothing. This puts
people off without them knowing it and actually limits them
from putting their counterpart at ease and opening them up.
Analysts pride themselves on not missing any details in
their extensive preparation. They will research for two
weeks to get data they might have gotten in fifteen minutes
at the negotiating table, just to keep from being surprised.
Analysts hate surprises.
They are reserved problem solvers, and information
aggregators, and are hypersensitive to reciprocity. They will
give you a piece, but if they don’t get a piece in return
within a certain period of time, they lose trust and will
disengage. This can often seem to come out of nowhere, but
remember, since they like working on things alone the fact
that they are talking to you at all is, from their perspective, a
concession. They will often view concessions by their
counterpart as a new piece of information to be taken back
and evaluated. Don’t expect immediate counterproposals
from them.
People like this are skeptical by nature. So asking too
many questions to start is a bad idea, because they’re not
going to want to answer until they understand all the
implications. With them, it’s vital to be prepared. Use clear
data to drive your reason; don’t ad-lib; use data comparisons
to disagree and focus on the facts; warn them of issues
early; and avoid surprises.