In Rush Hour, Carter jumps into a hostage negotiation with jokes and zero strategy. Funny on screen. A mess in real business. Most people still negotiate that way — fast, reactive, and assuming price is the real problem. It usually isn’t. Real negotiation is about helping people get what they actually want by removing fear, uncertainty, and overwhelm. That’s where Never Split the Difference changes the game. Here’s what works: • Label the hesitation “Sounds like you want more clarity before comm