Never Split the Difference: Negotiating as if Your Life Depended on It

company’s rules, he believed he had to remain in his
previous department, unless he could also get approval from
his ex-boss. He had gotten two job offers from the consumer
products division. He phoned his ex-boss from the United
States.
“You should reject this offer and find your spot here
with the semiconductor division,” the ex-boss said.
My student hung up depressed. If he wanted to advance
in the company, he had to obey his former superior. He
rejected the two offers and prepared to return to the
semiconductor side.
Then he contacted a friend who was a senior manager in
the human resources department to check on the company’s
regulations. He found there was no rule that he had to stay
within his division, but he did need his ex-boss’s blessing to
switch.
He phoned his ex-boss again. This time he asked
questions to draw him out.
“Is there any reason you want me to go to the
semiconductor headquarters?” he asked.
“It’s the best position for you,” the ex-boss said.
“The best position?” he asked. “It sounds like there’s no
regulation that I have to remain with the semiconductor
division,” he said. “Hmm,” the ex-boss said. “I don’t think
there is any.”
“Then will you please tell me what made you decide that
I remain in the semiconductor headquarters?” he asked.
The ex-boss said he needed someone to help him