Negotation Mastery

To gauge the level of a particular threat, we’d pay attention to how many of the four questions – What? Who? When? And how? – were addressed.

When people issue threats, they consciously or subconsciously create ambiguities and loopholes they fully intend to exploit.

The more precise the answer to the four questions, the closer you’re getting to the counterparty’s deadline.

–Never split the difference, p.118