By voicing the hostility, you flip a switch in their brain. Their only possible response is, "No, no, that’s not what I think." Once they say "No," they feel safe, and now you can start to negotiate.

Look for unknown unknowns — pieces of information the other side hasn’t revealed that could change everything. Ask discovery questions to uncover them.

Open: Build rapport and control pace (first 5–10 minutes)

David stopped tapping his pen. He looked up, surprised. The wind had been taken out of his sails. "Well," David mumbled, "It’s just frustrating. We have shareholders to answer to."

Negotiation is an essential skill that we use in our personal and professional lives. Whether you're a business owner, entrepreneur, or simply a individual trying to get what you want, negotiation is a crucial tool to have in your arsenal. In his book "Never Split the Difference: Negotiating As If Your Life Depended On It," Chris Voss, a former FBI hostage negotiator, shares his expertise on how to negotiate effectively. In this post, we'll dive into the key takeaways from the book and explore how you can apply them to your everyday life.