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While it outlines eleven specific kinds of thinking – big-picture, focused, creative, realistic, strategic, possibility, reflective, popular, shared, unselfish, and bottom-line – its main message is to look at thinking itself as an activity that can stand on its own.

Never Split the Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss's remarkable career as a hostage negotiator and later as an award-winning teacher in the world's most prestigious business schools.