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

The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.

You walk away skeptical.

sharing with the world deep, dark secrets that they had held hostage in their own minds for a lifetime.

“What else is there you feel is important to add to this?”