This week’s Book Club kicks off Never Split the Difference with Chapters 1–2, where Chris Voss challenges the idea that negotiation is about logic, “win-win,” or splitting the difference. We dig into a more uncomfortable truth: people make decisions emotionally first, then justify later—so negotiation is really about emotional regulation, empathy, and information.

The group debates whether negotiation feels like collaboration or conflict, and where the line is between influence and manipulation. Then we move into Chapter 2’s first tactical tool: mirroring—repeating the last few words someone says to build rapport, slow the conversation down, and invite the other person to reveal more. We also talk about “chameleon” communication, active listening, and how to spot when these tools are being used genuinely vs. as a strategy with a hidden agenda.

Next week: Chapters 3–4.

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