Most people think negotiation is about getting to yes. The entire conventional framework of negotiation training, from Fisher and Ury’s Getting to Yes to the standard MBA curriculum, is built on the assumption that the goal of negotiation is agreement, and that skilled negotiators are people who can find creative ways to align interests and close deals. Chris Voss, former FBI hostage negotiator and author of Never Split the Difference, argues that this framework is fundamentally wrong. The most powerful position in any negotiation is not the position of the person pushing toward yes but the position of the person...