Why Logic Fails in Negotiations — and Emotion Takes Control

Most people think negotiation is about arguments, logic, and compromise. Chris Voss discovered the opposite. In Never Split the Difference, a former FBI hostage negotiator reveals that real negotiations don’t happen in words — they happen in emotions. In this episode of DECODED by Morrow, we decode the book not as a negotiation manual, but as a psychological model of how decisions are made under pressure. We explore: – why rational arguments fail in real conversations – how emotional safety quietly shapes outcomes – why “fairness” is a feeling, not a fact – how control often belongs to the side that appears to give it away – and why compromise is frequently a misunderstanding, not a solution This is not a guide to manipulation. Not a sales playbook. It’s a structural decoding of negotiation as emotional regulation — at work, with money, in conflict, and in everyday life.

One book. One conversation. Fully decoded.

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