01840nam a22002177a 4500003000800000005001700008006001900025007000300044008004100047020001800088040001700106041000800123050001500131100002400146245010300170260007900273300002800352505077400380520045401154700001401608BJBSDDR20261026210109.0a|||||r|||| 00| 0 ta261026s20182016nyu|||||r|||| 00| 0 eng d  a9780062872302  bspacBJBSDDR  aeng  bV969n 20181 aVoss, Chris,d1957-10aNever split the difference :bnegotiating as if your life depended on it /cChris Voss , Tahl Raz.  aNew York :bHarper Business, an imprint of HarperCollinsPublishers,c2018.  a274 páginas ; c17 cm  aContenidos : The New Rules — How to Become the Smartest Person in Any Room

Be a Mirror — How to Quickly Establish Rapport

Don't Feel Their Pain, Label It — How to Create Trust with Tactical Empathy

Beware “Yes”—Master “No” — How to Gain Agreement

Trigger the Two Words That Immediately Transform Any Negotiation — How to Gain the Permission to Persuade

Bend Their Reality — How to Shape What Is Fair

Create the Illusion of Control — How to Calibrate Questions to Transform Conflict

Guarantee Execution — How to Spot the Liars and Ensure Follow-Through

Bargain Hard — How to Get Your Price

Find the Black Swan — How to Create Breakthroughs by Uncovering the Unknown Unknowns

Acknowledgments

Appendix: The New Rules of Negotiation  ahe central message is that successful negotiation is not about defeating the other person; it is about understanding their motivations and guiding the conversation toward an agreement.

Voss argues that people make decisions based heavily on emotions, even when they believe they are being rational. Therefore, listening, empathy, asking the right questions, and building trust can be more effective than arguing or immediately offering compromises.1 aRaz, Tahl