Chris Voss
Forget everything you thought you knew about compromise. By mastering tactical empathy and calibrated questions, you can unlock better deals, foster deep trust, and negotiate like an FBI hostage negotiator.
Tactical empathy allows you to recognize and validate the emotions of your counterpart so that you can build trust and influence their decisions.
Mirroring the last few words someone says encourages them to elaborate and reveals vital information without sounding intrusive.
An accusation audit preemptively addresses the worst things your counterpart might think about you, which diffuses tension and reduces resistance.