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Never Split the Difference:
The person across the table is never the problem. The unsolved issue is. So focus on the issue.
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204 |
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Never Split the Difference:
Punching back is a last resort. Before you go there… attempt [to] de-escalate the situation. Suggest a time-out.
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204 |
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Never Split the Difference:
Taking a positive, constructive approach to conflict involves understanding that the bond is fundamental to any resolution. Never create an enemy.
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205 |
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Never Split the Difference:
Researchers have found that people getting concessions often feel better about the bargaining process than those who are given a single firm, ‘fair’ offer.
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207 |
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Never Split the Difference:
Top negotiators know… that conflict is often the path to great deals. And the best find way is to actually have fun engaging in it.
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211 |
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Never Split the Difference:
Conflict brings out truth, creativity, and resolution.
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211 |
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Never Split the Difference:
Black Swans are events or pieces of knowledge that sit outside our regular expectations and therefore cannot be predicted.
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216 |
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Never Split the Difference:
You have to open up your established pathways and embrace more intuitive and nuanced ways of listening.
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219 |
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Never Split the Difference:
It is the person best able to unearth, adapt to, and exploit the unknowns that will come out on top.
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219 |
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Never Split the Difference:
To get leverage, you have to persuade your counterpart that they have something real to lose if the deal falls through.
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221 |
