"In negotiation, **each new psychological insight or additional piece of information revealed heralds a step forward and allows one to discard one hypothesis in favor of another**. You should engage the process with a mindset of discovery. Your goal at the outset is to extract and observe as much information as possible" --- **Tags** -- [[quotes]], [[skepticism]], [[listening]], [[asking-questions]], [[strong-opinions-held-lightly]] **Source** -- [[202507101253 - B - Never Split the Difference]]