Summary:
The book provides negotiation strategies developed from the author's experience as an FBI hostage negotiator, emphasizing the importance of emotional intelligence, active listening, and tactical empathy. It offers practical techniques for becoming more persuasive in both professional and personal settings, such as using calibrated questions, mastering delivery of the "no" and the "that's right" responses, and the Ackerman model for bargaining.
Key points:
1. Empathy: Understand and acknowledge the other party's perspective and emotions to build trust in negotiations.
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