Never Split the Difference by Chris Voss continues to impress. In Chapter 6, Chris writes about bending your audience's reality by refusing to compromise and carefully using deadlines, framing techniques, word choice, and emotional drivers. A large portion of the chapter focuses on the F-word of negotiations: fair. Use of the concept of fairness can strengthen or utterly destroy your negotiation, so it must be understood and handled carefully. I've created a visual guide to Chris's guidelines for using the F-word in your negotiations. Here it is!