That’s how Chris Voss describes life —and the content of his book Never Split the Difference.
While the principles are helpful, how it’s framed (in an overall, high-altitude view) tends to direct the conversations you’re supposed to have into a win. It’s seen as a ser of finite games. A hostage v. a victim.
And that’s NOT how life works.
When you choose to follow this “I need to win” mindset, you’re not quite giving others the option to say no. You’re fighting objections to get a final yes. You’re seeing the endgame.
You’re, in reality, focused on yourself. How you get to “win” this next round.
And when you’re focused on yourself, you’re not interested in what the other party has to say.
So you’re not really giving them the option to say No.