Never Split the Difference

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Host Dr. Mike Woo-Ming breaks down why Chris Voss's Never Split the Difference is the single most important book most physicians will never read in school yet use dozens of times every single shift. From salary negotiations and admin battles to convincing patients to get the CT, these FBI-level tactics will immediately make you more money, save you time, and reduce daily frustration.

Doctors are brilliant clinicians but notoriously terrible negotiators. We say "yes" to terrible contracts, extra shifts without extra pay, and patients who refuse life-saving care all because no one ever taught us how to negotiate like our life or livelihood depends on it.

In this rapid-fire Book Club episode, Dr. Mike Woo-Ming distills the core lessons from Chris Voss's bestseller Never Split the Difference and shows exactly how to apply them in real medical life: getting the raise you deserve, pushing back on unpaid admin duties, reading the room with anxious patients, and never again leaving money or sanity on the table. If you only read one negotiation book in your career, make it this one.

• Never make the first offer: Force the other side to name their number first (salary, rate, raise). Respond with "What do you think would be fair?" or "I'm open to any offer you feel is appropriate." Their silence works for you they'll often low-ball themselves or surprise you with more than you expected.

• Use tactical empathy and labeling: Start every tough conversation with "It sounds like…" or "It seems like you're frustrated that…" You're not agreeing, just naming the emotion. This instantly calms patients, admins, or partners, builds trust, and makes them far more open to your actual request or plan.

• Turn "No" into your ally: When they say "No" to your raise, extra pay, or patient's refusal of care, respond with "What would need to happen for us to revisit this?" or "How could we make this work?" A "No" protects them; calibrated questions turn it into the real negotiation.

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