1: “We’re always taught to look for the win-win solution, to accommodate, to be reasonable,” Chris Voss writes in his book Never Split the Difference.

We’re taught wrong.

“The traditional negotiating logic that’s drilled into us from an early age, the kind that exalts compromises, says, ‘Let’s just split the difference,'” he observes. “Then everyone’s happy.” 

What does Chris think of this logic?

“No. Just, simply, no,” he notes.… continue reading