Never split the difference: negotiating as if your life depended on it by Chris Voss
Talking Books
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The Complexity of Fairness in Negotiation
This chapter explores the emotional and irrational dynamics of negotiation through the lens of the ultimatum game, highlighting how perceptions of fairness can influence decision-making. It discusses the broader implications of fairness in both personal and international negotiations, illustrating that emotional responses often overshadow rational choices. By examining real-life examples and strategies, the chapter underscores the importance of understanding emotional drivers to enhance negotiation effectiveness.
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