Chris Voss
Forget rational compromise and win-win solutions. By using tactical empathy and FBI hostage negotiation techniques, you can better influence irrational human behavior and improve your leverage without needlessly giving up ground.
Build immediate rapport and encourage the other party to reveal hidden information by repeating the last one to three critical words of their sentence.
Defuse negative emotions and validate the other person's perspective by explicitly naming their feelings using phrases that begin with "It seems like" or "It sounds like".
Abandon the pursuit of a fake "Yes" and invite the other party to say "No" to make them feel secure, autonomous, and ready to negotiate the real issues.