The Journey of Negotiation

Michael Kramer shares his inspiring journey from a small town in Nebraska to co-authoring a book with renowned FBI negotiator Chris Voss. His initial exposure to Voss's negotiation techniques, particularly the concept of 'tactical empathy' from the book 'Never Split the Difference', transformed Kramer's previous beliefs about negotiation strategies. Through diligent practice and application of Voss's principles, he restructured his business scripts and began to integrate these techniques into everyday interactions, demonstrating their effectiveness in real-life scenarios. This approach not only led to his involvement in writing a collaborative book but also underscored the importance of implementing learned strategies consistently in order to truly master them.