Never split the difference: negotiating as if your life depended on it by Chris Voss
Talking Books
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Navigating the Unknown: Black Swans in Negotiation
This chapter explores the critical concept of 'black swans'—unexpected pieces of information that can drastically change negotiation dynamics. Through a harrowing hostage situation example, it illustrates how recognizing these unknowns can help negotiators adapt their strategies and prevent catastrophic outcomes. The narrative emphasizes the importance of empathy, active listening, and the psychological complexities involved in successful negotiations.
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