Never split the difference: negotiating as if your life depended on it by Chris Voss
Talking Books
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Mastering Negotiation Tactics
This chapter explores the principles of prospect theory, particularly how emotional factors like loss aversion influence decision-making in negotiations. It offers practical negotiation strategies, such as utilizing calibrated questions and creating an illusion of control for the counterpart, to foster cooperation and achieve better outcomes. Personal anecdotes and examples illustrate the effective application of these techniques, emphasizing the importance of empathy and emotional regulation throughout the negotiation process.
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