On thing that has bothered me about some other negotiating books is that they seem to focus on [what I call] "psychological tricks", then one day you get two people who've read the same book together and they just go back and forth trying to play tricks on each other and nobody gets anywhere.
Chris Voss' book teaches [among other things] that listening is the most important and most difficult negotiating skill. That's a "scaleable" approach to negotiation, if you happen to get two people together who both believe in listening to the other, that works.
Chris Voss' book teaches [among other things] that listening is the most important and most difficult negotiating skill. That's a "scaleable" approach to negotiation, if you happen to get two people together who both believe in listening to the other, that works.