List every terrible thing the other party could say about you before they say it.
In the canon of business and self-development literature, most negotiation books read like instruction manuals for a bygone era of civility. They preach logic, reason, and the holy grail of compromise: "splitting the difference." But for Chris Voss, a former lead international kidnapping negotiator for the FBI, that middle ground is not a victory—it is a failure. never split the difference by chris voss pdf