Most people think negotiation is about arguments, logic, and compromise.

Chris Voss discovered the opposite.

In Never Split the Difference, a former FBI hostage negotiator reveals that real negotiations don’t happen in words — they happen in emotions.

In this episode of DECODED by Morrow, we decode the book not as a negotiation manual, but as a psychological model of how decisions are made under pressure.

We explore:

– why rational arguments fail in real conversations

– how emotional safety quietly shapes outcomes

– why “fairness” is a feeling, not a fact

– how control often belongs to the side that appears to give it away

– and why compromise is frequently a misunderstanding, not a solution

This is not a guide to manipulation.

Not a sales playbook.

It’s a structural decoding of negotiation as emotional regulation — at work, with money, in conflict, and in everyday life.