"Never Split the Difference" by Chris Voss

Chris Voss's Never Split the Difference details his experiences as an FBI hostage negotiator and how those techniques translate to everyday negotiations. Voss emphasizes the importance of understanding human psychology, particularly emotional responses (System 1 thinking), to influence outcomes. He introduces several key negotiation tactics, including tactical empathy, calibrated questions, labeling, and accusation audits, to build rapport and achieve favorable results. The book also explores strategies for managing deadlines, utilizing the power of "no," and identifying hidden information ("Black Swans") to gain leverage. Ultimately, the text argues that effective negotiation is about understanding and influencing the emotions of your counterpart, not just employing rational arguments.