Building on the Differences

In this practitioner-focused article, the authors take a close look at Chris Voss’s book Never Split the Difference, especially exploring its application to non-hostage negotiations in both the political and business worlds. They conclude that many of the Vossian precepts are difficult to transfer to an environment with structural long-term mutual dependency. They note an ongoing need to create value beyond what is on the table and offer a reinterpretation of BATNA aimed at improving one’s slice of the pie by redesigning relationships, while doing full justice to the importance of dependencies, ethics, and value creation in a win-win oriented collaboration

Economic Justice · Negotiation · Politics · Reinterpretation · Critical Realism in Sociology · Flannery O'Connor and Thomas Merton · Management and Organizational Studies