Summary of Never Split The Difference Quotes

“The best way to calibrate a question is to avoid verbs or words that illicit a yes-no answer, like "can" or "does".   Instead,  use reporter question words like "how " and "what"  for open-ended responses, but be very careful of "why" because it often leads to defensiveness.”
― Brief Books, Summary of Never Split The Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz

“Punching back when bargaining is only a last resort.  Always try to deescalate the situation first.”
― Brief Books, Summary of Never Split The Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz

“Respond to a punch by pivoting terms, like switching to non-monetary issues when bargaining over price.   Say something like "What else can you offer to make this a good deal for me?" If your counterpart tries to force you to go first, wiggle your way out of it by alluding to a high figure someone else would charge.  Getting the other guy to go first gives you valuable information about him.  You can do it, as long as you know how to handle the first punch.”
― Brief Books, Summary of Never Split The Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz