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

by Chris Voss

Negotiation serves two distinct, vital life functions—information gathering and behavior influencing—and includes almost any interaction where each party wants something from the other side.

Sofia Pulido please share these notes with valerie because she was not able to finish the book with me. thanks

The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.

valerie let me know your thoughts on this

As we’ve seen, when you recognize that your counterpart is not irrational, but simply ill-informed, constrained, or obeying interests that you do not yet know, your field of movement greatly expands. And that allows you to negotiate much more effectively.

Sofia please pass along to valerie. regards, janice