Old negotiation advice, built on the idea that people act rationally, misses how real people actually decide things — with emotion, not just logic.

• People are driven by two deep needs: to feel safe, and to feel in control.
• Negotiation is not a battle of arguments — it's a process of understanding and working with someone's emotions.
• The best negotiators listen far more than they talk, and stay endlessly curious about the other side.
• These new rules replace the old idea of splitting the difference in the middle, which often leaves value on the table.