In negotiation, there are those things we don’t know that we don’t know, pieces of information we’ve never imagined but that would be game changing if uncovered. Maybe our counterpart wants the deal to fail because he’s leaving for a competitor.

Hypothesize that in every negotiation each side is in possession of at least three Black Swans.

Always ask yourself: “Why are they communicating what they are communicating right now?”

Sometimes, your counterpart might be oblivious to a Black Swan or unaware of its importance.

–Never split the difference, p.219