People are crazy, irrational, impulsive, and emotionally driven animals. This book covers the psychological tactics and strategies needed to establish rapport, build trust, understand hidden motives, and ultimately to get a competitive edge in any discussion or negotiation. The ideas shared are most applicable to high value face-to-face negotiations, but also apply to casual communication as well.
Anyone negotiating large sales, high-value partnerships, or valuable agreements. The tips can be helpful when applying for a new job, negotiating for a raise, haggling over price, or diffusing a heated discussion. It’s a great read for anyone interested in communicating with others more effectively.
Chris Voss is one of the preeminent practitioners and professors of negotiation skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. He currently teaches at the University of Southern California’s Marshall School of Business and Georgetown University’s McDonough School of Business, and has lectured at other leading universities, including Harvard Law School, the MIT Sloan School of Management, and Northwestern University’s Kellogg School of Management.
Published By: HarperBusiness
Date Published: May 16, 2016