Never Split the Difference: Negotiating as if Your Life Depended on It
You’ll see how a soothing voice, close listening, and a calm repetition of the words of your “patient” can get you a lot further than a cold, rational argument. It may sound touchy-feely, but if you can perceive the emotions of others, you have a chance to turn them to your advantage. The more you know about someone, the more power you have.
Tahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
"Your approach is rooted in “tactical empathy.” Can you explain what that is and why it’s effective in negotiation? The real roots are in Carl Rogers, an American psychologist from the ’50s, ’60s, ’70s. He wrote that when someone feels thoroughly understood, you release potent forces for change within them. Not agreed with, but understood. When you... See more
El negociador genial: Cómo obtener grandes resultados en la mesa de negociación, y más allá. (Gestión del conocimiento) (Spanish Edition)
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