Never Split the Difference: Negotiating as if your life depended on it (HarperBusiness, May 17, 2016)

 Easy to read, full of insight, and very relevant to small business owners.

We personal business owners tend not to be nearly as good at negotiating as we should be. A whole bunch of things get in the way, most of which relate  the way we learn to treat each other on the playground. Life isn’t as fair as the playground was.

And yet, we negotiate each day. With suppliers. With staff. With prospects. With people that owe us money. With people we owe money to. Almost every time we interact with another human being we are negotiating.

Many, if not most, of the problems I see small business owners face result from not negotiating well enough to stay out of trouble. My favourite is the negotiation with your bank when they ask for a personal guarantee. That cost me a house, two cars, a motorcycle, my bicycle, and a wife, although she had the grace to tell me about it long afterwards.

The book is so engrossing that I read it, cover to cover, during an 11-hour flight from Johannesburg to Zürich.

I now look at negotiations in a completely different way. So will you.