Chris Voss

Entertaining guide to negotiating by a former FBI hostage negotiator. I think he did a great job telling stories from his past job, which entail how the field of negotiation (and Voss with it) modernised and allowed empathy to become a powerful tool. He goes through a few other important tools, each combined with a story, and in the end gives two examples and a cheatsheet for combining them.

In the end, negotiation is a constant discovery process, not a fixed zero-sum game. As one needs to do with hostage negotiation, Voss argues one should not necessarily shoot for compromises (you can't split the difference on hostages). He says the most successful negotiators have the mindset that there is sometimes a great deal hidden, waiting to be found, if one pays attention and stays open-minded.

# lastedited 25 Sep 2020
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