Never Split the Difference

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Title: Never Split the Difference Authors: Chris Voss Category:books Number of Highlights: 4 Date: 2026-01-05 Last Highlighted: 2022-04-27

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Highlights

In this world, you get what you ask for; you just have to ask correctly. (290)

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First off, calibrated questions avoid verbs or words like “can,” “is,” “are,” “do,” or “does.” These are closed-ended questions that can be answered with a simple “yes” or a “no.” Instead, (2266)

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As the Danish folk saying goes, “You bake with the flour you have.” But anyone can learn a few tools. (2967)

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three types of leverage: positive (the ability to give someone what they want); negative (the ability to hurt someone); and normative (using your counterpart’s norms to bring them around). ■   Work to understand the other side’s “religion.” Digging into worldviews inherently implies moving beyond the negotiating table and into the life, emotional and otherwise, of your counterpart. That’s where Black Swans live. (3596)

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