: Understanding the other party's feelings to influence their actions.
Never Split the Difference by Chris Voss is a high-stakes guide to negotiation that replaces traditional logic with emotional intelligence. As a former lead FBI hostage negotiator, Voss argues that humans are inherently irrational, making standard "win-win" academic theories ineffective in the real world. 🔑 Key Takeaways Never Split the Difference: Negotiating As If Y...
: Identifying and naming an emotion (e.g., "It seems like you're worried about...") to diffuse tension. : Understanding the other party's feelings to influence