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

by Chris Voss

Great negotiators are able to question the assumptions that the rest of the involved players accept on faith or in arrogance, and thus remain more emotionally open to all possibilities, and more intellectually agile to a fluid situation.

forth the idea that we can process only about seven pieces of information in our conscious mind at any given moment. In other words, we are easily overwhelmed.

make your sole and all-encompassing focus the other person and what they have to say. In that mode of true active listening—aided