Quotes from book

Never Split the Difference: Negotiating As If Your Life Depended On It

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

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

“Another simple rule is, when you are verbally assaulted, do not counterattack. Instead, disarm your counterpart by asking a calibrated question.”

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

“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.”