Flip the Script

Oren Klaff

Flip the Script



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In his book, Flip The Script, Oren Klaff teaches the reader a series of techniques to help plant ideas in other people’s minds, and to make them believe that those ideas were their own, without realising that they are negotiating with a very talented salesperson. He recounts situations from his vast experience to explain how the techniques described in the book can be put into practice, and how they can be tweaked to make sure that each and every one of your negotiations ends with a positive result. 

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Analysis and key concepts


The aim is to plant your idea into another person’s mind and make them fall in love with it, thanks to a phenomenon known as Induction


To influence someone’s choices you must put yourself on their level and have a natural ability to create certainty


Information passes from the outside world to the human brain through innate receptors common to us all


The novelty chunk: the fascination of novelty can help you close a deal, but don’t overdo it


The right balance between independence and pessimism is necessary to make the potential buyer believe they are in control of the decisional process


When salespeople give a business presentation, they run the risk of becoming one of the five worst archetypes to close a sale


Flipping the script is the result of several steps that allow the seller to plant ideas into the minds of potential buyers




Take-home message

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Many useful tips to:

  • Recognise your own, and other people’s, ability to indirectly convince people.
  • Learn the rules you need to be able to plant an idea in someone else’s mind.
  • Discover how to close a sale by making the other person believe that they are in control, when the one steering the conversation is in fact you.

American, married with one son, Oren Klaff is a financial manager with over 12 years of experience, who works as General Manager for Intersection Capital. Considered one of the world's leading experts in the art of pitching, meaning the ability to give short speeches with a strong persuasive power, Klaff described his neuroscience-based method in a book that quickly became a worldwide best seller.

Publishing house:

Penguin Group USA