The core of Voss's methodology is not about being "nice"; it is about the strategic use of emotional intelligence.
Traditional negotiation techniques often rely on a rational, analytical approach, where parties engage in a give-and-take process to reach a mutually beneficial agreement. However, this approach neglects the emotional and psychological aspects of negotiation. When we focus solely on logic and reason, we overlook the fact that emotions play a significant role in decision-making. never split the difference by chris voss pdf better
His posture shifted. The wall came down. "You’re not wrong." The core of Voss's methodology is not about