[tucaz]

Chris Voss says that the approach on this book used to work until they figured out that it is outdated.

The basic idea there, is to prevent confrontation and trying to be rational.

However, people are not rational and emotions play a huge part in our lives so it should not be ignored and should even be leveraged.

Never split the difference is the book that builds on it and add tons of stuff about negotiation. It isn’t easily one of the best books I read (actually heard) and I highly recommend it.