Never split the difference : negotiating as if your life depended on it /

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations-- whether in the boardroom or at home. Full description

Main Author: Voss, Chris.
Other Authors: Raz, Tahl.
Format: Book
Language: English
Published: New York, NY : Harper Business, an imprint of HarperCollins Publishers, 2016
Edition: First edition.
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Contents:

    The new rules : how to become the smartest person ... in any room

    Be a mirror : how to quickly establish rapport

    Don't feel their pain, label it : how to create trust with tactical empathy

    Beware "yes", master "no" : how to generate momentum and make it safe to reveal the real stakes

    Trigger the two words that immediately transform any negotiation : how to gain permission to persuade

    Bend their reality : how to shape what is fair

    Create the illusion of control : how to calibrate questions to transform conflict into collaboration

    Guarantee execution : how to spot the liars and ensure follow-through from everyone else

    Bargain hard : how to get your price

    Find the Black Swan : how to create breakthroughs by revealing the unknown unknowns.