In "Never Split the Difference," Chris Voss, a former FBI hostage negotiator, unpacks powerful negotiation tactics that thrive not just in high-stake kidnappings but everyday situations. Starting with the premise that "no deal is better than a bad deal", Voss delves into the art of tactical empathy. By understanding and influencing emotions, one can build trust. He underscores the importance of mirroring, or reflecting back a person's words, to create connection. Voss emphasizes 'calibrated questions' that puts the onus on the other side to solve the problem. The 'accusation audit' is another tool, where addressing negatives upfront dissipates their impact. He warns against compromising too quickly, as splitting the difference might mean losing the entire game. This isn't just a book about negotiations; it's a guide to navigating human connections and securing the best possible outcomes. Dive in to revolutionize your negotiation game!
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