Never Compromise. Techniques for Effective Negotiations - 9786177682225
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Life is a series of constant negotiations. We negotiate the price of a used car, a salary, or who will do the household chores in our family. In fact, this is the only acceptable way to get something from another person. Chris Voss worked for over 20 years as an FBI negotiator specializing in hostage release and conducted extremely complex negotiations with unimaginably high stakes. After ending his career, he realized that the techniques he and his colleagues developed can be just as effectively applied in any field and any relationship.
Why are emotions, rather than logic, the basis of effective negotiations? When can you pressure the interlocutor, and when should you show restraint? What questions should you ask to buy time?
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