10 Lessons from the book Never split the difference

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

Conflict brings out truth, creativity, and resolution.

If you approach a negotiation thinking the other guy thinks like you, you are wrong. That's not empathy, that's a projection.

The beauty of empathy is that it doesn’t demand that you agree with the other person’s ideas

Hope is not a strategy

Negotiation is not an act of battle; it’s a process of discovery. The goal is to uncover as much information as possible.

The fastest and most efficient means of establishing a quick working relationship is to acknowledge the negative and diffuse it.

The last rule of labeling is silence. Once you’ve thrown out a label, be quiet and listen.

There are actually three kinds of “Yes”: Counterfeit, Confirmation, and Commitment.

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