Never Split the Difference

Chapters

1. INTRODUCTION — Never Split the Difference — 1 min
   Negotiation isn’t a special event. It’s the daily act of trying to change what someone will do—while they’re…
2. CHAPTER 1 — The New Rules: How to Become the Smartest Person…in Any Room — 1 min
   In a tense conversation, the advantage rarely belongs to the person who talks fastest. It belongs to the…
3. CHAPTER 2 — Be a Mirror: How to Quickly Establish Rapport — 1 min
   Rapport doesn’t require charm. It requires the other person to keep talking while you stay present and nonthreatening.…
4. CHAPTER 3 — Don’t Feel Their Pain, Label It: How to Create Trust with Tactical Empathy — 1 min
   People don’t calm down because you tell them to. They calm down when they feel understood. Tactical empathy…
5. CHAPTER 4 — Beware “Yes”-Master “No”: How to Generate Momentum and Make It Safe to Reveal the Real Stakes — 1 min
   A quick “yes” can be cheap. It can mean “I heard you,” “I want this to end,” or…
6. CHAPTER 5 — Trigger the Two Words That Immediately Transform Any Negotiation: How to Gain the Permission to Persuade — 1 min
   “You’re right” can be a polite exit. It often means, “Fine—now let’s move on.” The words that matter…
7. CHAPTER 6 — Bend Their Reality: How to Shape What Is Fair — 1 min
   “Fair” is a dangerous word because it sounds moral while hiding a move. People use it to end…
8. CHAPTER 7 — Create the Illusion of Control: How to Calibrate Questions to Transform Conflict into Collaboration — 1 min
   The most useful questions don’t just gather facts. They create movement. Calibrated questions are built so the other…
9. CHAPTER 8 — Guarantee Execution: How to Spot the Liars and Ensure Follow-Through from Everyone Else — 1 min
   A deal that can’t be executed is not a deal. Agreement is cheap; implementation is the real negotiation.…
10. CHAPTER 9 — Bargain Hard: How to Get Your Price — 1 min
    When money is on the table, emotion gets louder. So bargaining is less about math than about psychology.…
11. CHAPTER 10 — Find the Black Swan: How to Create Breakthroughs by Revealing the Unknown Unknowns — 1 min
    Negotiations rarely turn on the facts everyone shares. They turn on a hidden variable—the detail that changes what…
12. APPENDIX — Prepare a Negotiation One Sheet — 1 min
    Preparation is presented as a force multiplier: under stress, you don’t become creative—you fall back on what you…
13. ACKNOWLEDGMENTS — Never Split the Difference — 1 min
    The acknowledgments read like the unseen infrastructure behind the tactics: partners who refined the methods, colleagues who pressure-tested…
14. INDEX — Never Split the Difference — 1 min
    The index is an unglamorous feature that matches the book’s practical spine. It lets you treat the material…
15. NOTES — Never Split the Difference — 1 min
    The notes section functions as a second layer of seriousness. It signals that the ideas weren’t pulled from…