Never Split The Difference By Chris Voss Pdf Better 🔔

When a counterpart is emotional, traditional negotiators try to use logic to calm them down ("Calm down, let's look at the numbers"). This fails because it invalidates their feelings.

Viktor arrived ten minutes early. He didn’t shake hands. He placed a single manila folder on the table, sat down, and said, "Maya, let’s not waste time. My final offer is $35 million. Take it or I walk." never split the difference by chris voss pdf better