"Never Split the Difference" Quotes
A former FBI hostage negotiator shares communication techniques for negotiating in everyday life.
business | 274 pages | Published in 2016
Quotes
No deal is better than a bad deal.
The late-night FM DJ voice, soft and slow, is one of the most powerful voices you can use in a negotiation.
The last thing you want to do in a negotiation is say yes to something and then have to backpedal.
Your goal is to identify black swans - the pieces of information that could change everything.
The real magic is the ability to extract and identify the emotions that someone is feeling.
Tactical empathy is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings.
The two words 'That's right' have literally stopped people in their tracks and defused a fight.
The first step in any negotiation is to capture someone's attention.
The person who's asking the questions is always in control.
The most dangerous negotiation is the one you don't know you're in.
