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

by Chris Voss

RAISER: Hello, can I speak with Mr. Smith? MR. SMITH: Yes, this is he. FUND-RAISER: I’m calling from the XYZ Committee, and I wanted to ask you a few important questions about your views on our economy today. Do you believe that gas prices are currently too high? MR. SMITH: Yes, gas prices are much too high and hurting my family. FUND-RAISER: Do you believe that the Democrats are part of the problem when it comes to high gas prices? MR. SMITH: Yes, President Obama is a bad person FUND-RAISER: Do you think we need change in November? MR. SMITH: Yes, I do. FUND-RAISER: Can you give me your credit card number so you can be a part of that change? In theory at least, the “Yes” answers built up a reservoir of positivity that exploded into donations when requested at the end of the script.