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#237 - Chris Voss - How To Negotiate Like An FBI Agent
Modern Wisdom
Finding Collaboration Over Compromise
The speaker cautions against using the phrase 'win-win' in negotiations as it can lead to shortcuts and dishonesty. Instead, they advocate for a collaborative approach where both parties express their desires truthfully to find overlapping ground rather than compromising. Compromise is viewed as impossible due to the perception of loss being distorted in the human mind, leading to a downward spiral. By focusing on collaboration, new possibilities can be explored, avoiding the need to 'pay each other back.'
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