In this book, Damasio argues that emotions are essential to rational thinking and normal social behavior. He challenges René Descartes' mind-body dualism by presenting case studies, particularly the famous case of Phineas Gage, to demonstrate how brain damage can affect decision-making and personality. Damasio introduces the 'somatic marker hypothesis,' which posits that emotions guide behavior and decision-making, and that rationality requires emotional input. The book is divided into three parts, exploring case studies, explanations for the effects of brain injuries, and testing the somatic marker hypothesis[2][4][5].
This book delves into the psychology of sales, emphasizing the emotional aspects of persuasion rather than purely logical arguments. It teaches readers how to identify and address the underlying problems, pain points, and unmet objectives of potential clients. By understanding these emotional drivers, salespeople can frame their proposals as the perfect solutions, leading to increased success. The book provides practical strategies and techniques for building rapport, handling objections, and closing deals effectively. It emphasizes the importance of empathy and understanding the emotional landscape of the negotiation process.
Dans "Start With No", Jim Camp partage ses stratégies de négociation éprouvées, basées sur des années d'expérience dans le domaine des ventes. Il explique comment transformer un "non" initial en un accord favorable en utilisant des techniques de communication et de persuasion efficaces. L'ouvrage met l'accent sur l'importance de la préparation, de l'écoute active et de la compréhension des besoins de l'autre partie. Il propose des méthodes pour gérer les objections, construire des relations solides et obtenir des résultats positifs. Le livre est une ressource précieuse pour les professionnels souhaitant améliorer leurs compétences en négociation et en vente.
This book, written by former FBI hostage negotiator Chris Voss and co-author Tahl Raz, provides a masterclass in influencing others through negotiation. It distills the Voss method, revealing skills such as establishing rapport, creating trust with tactical empathy, and transforming conflict into collaboration. The book is filled with real-life examples from Voss's career, illustrating how these techniques can be applied in both professional and personal life to achieve goals and defuse potential crises.
In this book, Daniel Kahneman takes readers on a tour of the mind, explaining how the two systems of thought shape our judgments and decisions. System 1 is fast, automatic, and emotional, while System 2 is slower, effortful, and logical. Kahneman discusses the impact of cognitive biases, the difficulties of predicting future happiness, and the effects of overconfidence on corporate strategies. He offers practical insights into how to guard against mental glitches and how to benefit from slow thinking in both personal and business life. The book also explores the distinction between the 'experiencing self' and the 'remembering self' and their roles in our perception of happiness.
Getting to Yes, written by Roger Fisher, William Ury, and Bruce Patton, introduces the concept of principled negotiation. This approach separates the people from the problem, focuses on interests rather than positions, invents options for mutual gain, and insists on using objective criteria. The book provides strategies to manage emotions, avoid common negotiation traps, and deal with 'dirty tricks' used by other parties. It emphasizes the importance of understanding the other side's perceptions, managing misperceptions, and creating a collaborative environment to reach agreements that satisfy both parties[1][4][5].
After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake.
Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.
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