Voss’s core thesis is jarring: Splitting the difference is like having one person eat half the poison and the other eat the other half. It doesn't solve the problem; it merely ensures both parties walk away dissatisfied.
This is the book’s Jedi mind trick. When someone makes an unreasonable demand, Voss suggests asking a calibrated "How" question. By asking "How am I supposed to do that?" you force your counterpart to solve their own problem. It is a psychological pivot that turns adversaries into partners. never split the difference by chris voss pdf