Never Split the Difference

"Never Split the Difference" is a negotiation strategy developed by former FBI hostage negotiator Chris Voss. It emphasizes understanding the other person's emotions and perspective to reach agreements without compromising core needs. Instead of splitting the difference or making quick concessions, it advocates active listening, asking calibrated questions, and using techniques like "mirroring" and "labeling" to build rapport and influence. The goal is to gain trust, uncover true interests, and guide the negotiation toward a mutually beneficial outcome while maintaining control and confidence throughout the process.