Скачать или смотреть Book:Never Split the Difference-

Author's experiences as an FBI hostage negotiator, contrasting his empirically developed negotiating techniques with the academically-driven approaches taught at Harvard Law School. He highlights the crucial role of emotional intelligence and tactical empathy, arguing that understanding and influencing a counterpart's emotional state (System 1 thinking) is more effective than relying solely on logic and rational problem-solving (System 2 thinking). The author champions the effectiveness of his "calibrated questions" technique and advocates for its wider application beyond crisis negotiation, showcasing its utility in everyday life situations from business deals to personal relationships. His experiences demonstrate that effective negotiation hinges on understanding human psychology, not merely theoretical frameworks.

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