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Never Split the Difference:
Distilled to its essence, we compromise to be safe.
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116 |
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Never Split the Difference:
Most people in a negotiation are driven by fear or by the desire to avoid pain. Too few are driven by their actual goals.
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116 |
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Never Split the Difference:
You’ve got to embrace the hard stuff. That’s where the great deals are. And that’s what great negotiators do.
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116 |
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Never Split the Difference:
Time is one of the most crucial variables in any negotiation. The simple passing of time and its sharper cousin, the deadline, are the screw that pressures every deal to a conclusion.
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116 |
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Never Split the Difference:
Deadlines are often arbitrary, almost always flexible, and hardly ever trigger the consequences we think – or are told – they will.
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117 |
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Never Split the Difference:
Deadlines are the bogeymen of negotiation, almost exclusively self-inflicted figments of our imagination, unnecessarily unsettling us for no good reason.
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117 |
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Never Split the Difference:
Deadlines regularly make people say and do impulsive things that are against their best interests, because we all have a natural tendency to rush as a deadline approaches.
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117 |
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Never Split the Difference:
…assuming that a deadline is a strategic weakness, most negotiators… hide their drop-dead date.
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119 |
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Never Split the Difference:
When the negotiation is over for one side, it’s over for the other too.
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Never Split the Difference:
…hiding your deadlines dramatically increases the risk of an impasse.
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120 |
