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"Never Split the Difference" by Chris Voss is a negotiation guide that draws on the author's experience as a former FBI hostage negotiator. The book emphasizes the importance of mirroring, labeling, and tactical empathy in building rapport and influencing the other party's decision-making. Voss argues that the goal of negotiation is not to get to a mutually beneficial agreement, but rather to get the other party to say "that's right." The book provides several actionable tips, including practicing mirroring, using open-ended questions, and labeling emotions. By using these techniques, negotiators can create a positive atmosphere and influence the other party's decision-making.

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Most people ask "Why?" (defensive). Voss asks "How?" "Never Split the Difference" by Chris Voss is

Week 2 — Questions & Listening (focus: calibrated questions, “what”/“how”) By using these techniques, negotiators can create a