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

by Chris Voss

Bargaining with the Devil: When to Negotiate, When to Fight.1

In my short stay I realized that without a deep understanding of human psychology, without the acceptance that we are all crazy, irrational, impulsive, emotionally driven animals, all the raw intelligence and mathematical logic in the world is little help in the fraught, shifting interplay of two people negotiating.