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On negotiation

The more you learn about communication, the more you realize how little you know. As you read Never Split the Difference, how many intricacies of everyday speech had you noticed on your own? Nearly none of them. You were oblivious to things that influence the course of life every day. I want you to keep reading but also start putting these ideas into practice. Get into more negotiations. Make more deals. Put yourself in uncomfortable situations where you’re not sure how you’ll end up on top. It’s the only way you’ll get better at the process.

Besides, what do you have to lose? If you pick up the phone right now and attempt to make a sale or get a contract to do some sort of work, you only have something to gain. The only loss you’re averting by remaining comfortable where you are is the loss of experience. Don’t let that happen.