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  • Writer's pictureJonathan Bullock

Never Split the Difference

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

The book takes you inside the world of high-stakes negotiations and shares the tips and insights of the author, a former FBI agent.


1.The 3 voice tones available for negotiation: Assertive, Late Night FM DJ, Positive playful. Assertive should be used just occasionally, while positive playful should be used most frequently.

2. Emotions can be present in any negotiation, and are often part of the problem you need to tackle, so don't pretend they don't exist.

3. Try to summarize what the other person said until thet say "that's right". Make the other person feel powerful and heard.

READ IF: You want to become better at negotiations, whether at home or at work.


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