Voss views "splitting the difference" as a "lazy and ineffective strategy" that often results in suboptimal outcomes for both parties. 2. Key Techniques & Strategies
Voss argues that human beings are fundamentally irrational and driven by emotion. Instead of using logic alone, successful negotiation requires "Tactical Empathy"—the ability to understand and influence the other party's emotional state to reach your goals. Essential Negotiation Tactics never split the difference by chris voss pdf better