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Chris Voss on Negotiating with Others and Ourselves: PYP 208
May 1, 2017
Chris Voss learned negotiation in one of the most high-stakes professions possible: as a lead international hostage negotiator for the FBI. Having learned from the super-smart, super-rational Harvard negotiation experts, Chris quickly discovered that humans are not rational, and that principles and tactics that work with Rational Humans (a fictitious species) do not reliably work with Real Humans. Drawing upon the work of behavioral economists like Daniel Kahneman, Amos Twersky, and Dan Ariely, and upon hundreds of real-life situations with bank robbers, terrorists, hardened criminals, and all manner of desperate people, Chris has distilled his counter-intuitive approach to negotiation into a fabulous book, Never Split the Difference.