10 Lessons from the book Never split the difference

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

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Conflict brings out truth, creativity, and resolution.

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

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

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Hope is not a strategy

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

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

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

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

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