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How to Negotiate: ‘Never Split the Difference’ by Chris Voss

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      Lesson summary:

      In Chris Voss’s book “Never Split the Difference”, he reveals the potent art of negotiation based on his experiences as a former lead hostage negotiator for the FBI. Voss champions the principle of “tactical empathy” – the act of genuinely empathising with the counterparty’s position, while also making them understand and empathise with yours. One pivotal technique Voss shares is the use of calibrated questions, particularly the phrase “How am I supposed to do that?”, which shifts the negotiation from a confrontation to collaborative problem-solving. By mastering these tactics, individuals can turn negotiations to their favour while ensuring the other party feels fairly treated. The book is a commendable guide on the intricate dance of negotiation, highlighting the importance of emotional understanding in achieving favourable outcomes.

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