If Y... | Never Split The Difference: Negotiating As

: While the stories are gripping, the book relies more on experience than formal scientific data.

: Letting the other side say "no" makes them feel safe and in control. Never Split the Difference: Negotiating As If Y...

: Understanding the other party's feelings to influence their actions. : While the stories are gripping, the book

: Identifying and naming an emotion (e.g., "It seems like you're worried about...") to diffuse tension. : While the stories are gripping