Never Split The Difference: Negotiating As If Y... Page

: Repeating the last few words someone said to encourage them to keep talking.

: It moves the goal from "getting to yes" to "getting to 'that’s right,'" which signals true breakthrough. ⚠️ Potential Critiques Never Split the Difference: Negotiating As If Y...

: Letting the other side say "no" makes them feel safe and in control. : Repeating the last few words someone said