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

Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.

“He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.”