Wisdom in fragments

Having negotiation skills means that you can weaponize emotional intelligence. If you want people to cooperate with you… if you want to connect with people who you don't share any common-ground with…. If you want to get a deal done without regrets…. That's where negotiation techniques can work, across all cultures.

Former FBI Hostage Negotiator & Author of "Never Split the Difference

All you've got to do is- to their face- call yourself every name that they are harbouring about you, it's that simple; it means you're demonstrating understanding. Whatever adjective from your culture best describes the worst possible name they could think of for you- all you've got to do is look them in the eye and say you feel I am – that's super simple, right? The thing is, it may sound easy- but it's hard to do- but if you can do it- it can unlock a situation in a heartbeat.

Former FBI Hostage Negotiator & Author of "Never Split the Difference

There's so much bullshit and deception out there- and most of it comes out of defensiveness and fear- not from evil intent. Most of the time- it's because they're scared and don't know how to tell the truth. You have to draw people out of the position of fear to really understand them- flat-out asking people if they're liars will never help you.

Former FBI Hostage Negotiator & Author of "Never Split the Difference

Mirroring is a crazy skill, it's so insanely effective. If you explain mirroring to people, they're like nah, that shit'll never work – but it's huge. Just repeating the last 3 words of what someone said or picking out 1-3 words from the middle of the statement, can get you the outcome you need. Using mirroring, you feel like you can work Jedi mind tricks!

Former FBI Hostage Negotiator & Author of "Never Split the Difference

Control and leverage are two-dimensional concepts that can lead you to leaving money on the table. By trying to get control you can drive deals away but if you know that the other side is control-oriented? You can get all the leverage by saying, 'wow… you're so powerful, you're in charge… you have all the leverage…' and once you know that's what turns the other side on? You can get them to give you want ever you want!

Former FBI Hostage Negotiator & Author of "Never Split the Difference

You are as good as your highest level of preparation in any negotiation. In any negotiation, you develop trust by putting in time where you don't have any skin in the game; that means you need to watch negotiations happen- and get a feel for how it's done. You can't just throw yourself in at the deep end and hope you can swim.

Former FBI Hostage Negotiator & Author of "Never Split the Difference

I've been teaching for most of the last 40 years, and I've not come across a generation as dedicated to public service and the common good as my current generation of students. They will inherit the future, and I have great confidence that they know what they must do.

Labor Secretary & Economist; Leading Voice on Inequality

There is very little that matters more in democracy, than truth. I think cynicism is dangerous - that's a self-fulfilling prophecy as well. That's a very dangerous position, and I think we've got to fight cynicism.

Labor Secretary & Economist; Leading Voice on Inequality

When social distrust mounts- when people feel like the game is rigged against them- they are especially vulnerable to demagogues who come along and want them to channel their rage, anxiety and distrust toward scapegoats who have nothing to do with the underlying problems.

Labor Secretary & Economist; Leading Voice on Inequality

To be a billionaire in America today is less a matter of merit than it is a matter of being at the right place at the right time, and being a beneficiary of a set of rules designed to benefit billionaires.

Labor Secretary & Economist; Leading Voice on Inequality

America has a class system, and it's becoming more rigid all the time. As inequality widens the damage spills over to children, and the ladder becomes so long that you have little hope of getting too far up it in your lifetime.

Labor Secretary & Economist; Leading Voice on Inequality

It's not that capitalism is failing, but rather that the organisation of capitalism is succumbing to wealth and power. People with extraordinary power and wealth will organise and enforce markets in such a way that it benefits their wealth and adds to their power- it becomes a self-fulfilling prophecy- a vicious cycle of more wealth and power.

Labor Secretary & Economist; Leading Voice on Inequality

I wish I had known that Football is the most important part of the least important parts of my life. A bad result or losing in a final of the champions League is hard to take, but there are worse things to endure in life.

Legendary football manager with multiple Champions League titles

The hardest part of the job is telling those players that they are not playing, I remember from my playing days how that felt. This is when compassion is an important tool as well.

Legendary football manager with multiple Champions League titles

I know that there is an arc and that one day, either at my choosing or the club's, I will begin the downward part of the arc. I know when this is coming because people at the club stop talking about the future. That is a big sign.

Legendary football manager with multiple Champions League titles

Failure is an important tool with which one can reassess and reconstruct an idea or process, it is an essential element of the feedback loop. Failure should be used to step back and question your method and weaknesses. To recognize failure early can ultimately make one much stronger down the road.

Legendary football manager with multiple Champions League titles