List every negative thing the other party could say about you, then say it first. This disarms hostility. Example: “You’ll probably think I’m asking for too much, but…”
Mark stared at the email on his screen. It was the third time in two days that "Titan Logistics" had rejected his proposal. They wanted a 40% discount, or they were walking. never split the difference by chris voss pdf
Mark’s instinct—the "Old Mark"—wanted to type back: “That’s impossible. Our margins are already thin. Meet me in the middle at 20% or I’m out.” List every negative thing the other party could
That is the classic compromise. That is splitting the difference. And according to Chris Voss, that is how you lose. Mark stared at the email on his screen
Mark took a deep breath, slid his copy of Never Split the Difference closer, and decided to try something dangerous. He decided not to negotiate. He decided to listen.
Splitting the difference often leads to both parties being unsatisfied. Voss argues for anchoring high, using calibrated questions, and pushing for a win-win where you get more than halfway.