Originated by Chris Voss (Never Split the Difference, 2016).
Lists every negative thing the other side might think or say, then states each one aloud at the start of the conversation, before they can.
When to reach for it
Before a negotiation, pitch, or hard conversation with someone who is already skeptical or holds a grievance.
How it runs
- List every negative the other side might think about you.
- Phrase each as an acknowledgment: "You may think..."
- Say them early, before the other side raises them.
- Pause and let the other side respond.
Where it sits in SOLVE eX
Go to the source
- Never Split the Difference, 2016