Chris Voss’s Never Split the Difference is one of my all-time favorite non-fiction book. It is not just relevant to Negotiations but gives great ideas and practical tips on overall communication in life — both at your work (talking to your team, colleagues and boss) and at home (interacting with kids and spouse).

A very interesting insight Chris shares in his book is the following:

If someone uses We, They, Us a lot, you’re not talking to someone important

On the other hand, if someone uses these words scarcely, that person is a leader or someone who call the shots

Keep this in mind when you talk to salesman, customer or supplier next time. This is counter-intuitive but is almost always true in my experience.

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