Negotation Mastery

It often doesn’t matter what leverage actually exists against you; what really matters is the leverage they think you have on them.

That’s why I say there’s always leverage: as an essentially emotional concept, it can be manufactured whether it exists or not.

  • If they’re talking to you, you have leverage.

Who has leverage in a kidnapping? The kidnapper or the victim’s family?

Most people think the kidnapper has all the leverage..

But how many buyers do the kidnappers have for the commodity they are trying to sell?

–Never split the difference, p.221