Never split the difference: negotiating as if your life depended on it by Chris Voss
Talking Books
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Mastering Hostage Negotiations
This chapter explores the Behavioral Change Stairway Model in the context of high-stakes hostage negotiations, emphasizing the significance of trust and rapport. Through a case study involving a hostage situation with a notorious rebel leader, it highlights the importance of understanding the adversary's perspective and effective communication techniques. The narrative illustrates how empathetic engagement can shift dynamics, leading to successful resolutions in complex negotiations.
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