negotiating as if your life depended on it Voss, Chris 1957- creator Raz, Tahl text nyu New York Harper Business, an imprint of HarperCollinsPublishers 2018 monographic eng 274 páginas ; 17 cm he 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. Contenidos : 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 Chris Voss , Tahl Raz. V969n 2018 9780062872302 261026 20261026210109.0 spa