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

by Chris Voss

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.

In this world, you get what you ask for; you just have to ask correctly.

Using what they’ve heard or their own biases, they often make assumptions

We fear what’s different and are drawn to what’s similar. As

Everybody has a plan until they get punched in the mouth.”