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Never Split the Difference:
…the socially lubricating ‘yeses’ and ‘you’re rights’ that get thrown out fast and furious early… are not in any way a substitute for real understanding…
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112 |
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Never Split the Difference:
The moment you’ve convinced someone that you truly understand her dreams and feelings… the foundation for a breakthrough has been laid.
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112 |
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Never Split the Difference:
’That’s right’ is better than ‘yes.’ Strive for it. Reaching ‘that’s right’ in a negotiation creates breakthroughs.
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112 |
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Never Split the Difference:
Negotiation is never a linear formula: add X to Y to get Z. We all have irrational blind spots, hidden needs, and undeveloped notions.
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114 |
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Never Split the Difference:
Once you understand that subterranean world of unspoken needs and thoughts, you’ll discover a universe of variables that can be leveraged…
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114 |
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Never Split the Difference:
…there are always ways to bend our counterpart’s reality so it conforms to what we ultimately want to give them, not to what they initially think they deserve.
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114 |
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Never Split the Difference:
…compromise – ‘splitting the difference’ – can lead to terrible outcomes.
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115 |
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Never Split the Difference:
…’no deal is better than a bad deal.’ Even in a kidnapping? Yes. A bad deal in a kidnapping is where someone pays and no one comes out.
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115 |
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Never Split the Difference:
The win-win mindset pushed by so many negotiation experts is usually ineffective and often disastrous. At best, it satisfies neither side.
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115 |
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Never Split the Difference:
We don’t compromise because it’s right; we compromise because it is easy and because it saves face.
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116 |
