4 ms·
On the topic of negotiations, I would recommend a book “Never Split the difference” by Chris Voss a former FBI hostage negotiator. He takes you through his own
by ajonit 3y ago
On the topic of negotiations, I would recommend a book “Never Split the difference” by Chris Voss a former FBI hostage negotiator.
He takes you through his own experience of handling various hostage situations, salary negotiations etc.
- LVB 3y agoI enjoyed the interview with him on Lex Fridman’s podcast, too. Some repeat of the book, and some new material.
- BeetleB 3y agoI recommend the book for the psychological/emotional tips. Otherwise, it's a pretty poor book: https://news.ycombinator.com/item?id=27335076 https://news.ycombinator.com/item?id=27335076
- jabroni_salad 3y agoThis book has created a whole class of very annoying people who do nothing but repeat "How can you make this deal better for me at no cost to myself" in an endless loop and have no strategy for what to do when the other party isn't willing to negotiate themselves downwards for free.
- WalterBright 3y agoBoth parties can employ that strategy, and there's no sale if they cannot agree. It's self-correcting. If you find it annoying behavior on the part of the other party, walk away.
- unsupp0rted 3y ago"How am I supposed to do that?" "Well, I've got these hostages here, so I suppose the 'how' is up to you."
- WalterBright 3y agoPeople who take hostages aren't very smart, so being poor negotiators is par for the course.
- mizzao 3y agoHow do I know the hostages are alive?
- unsupp0rted 3y agoWhat else can you do? Err on the side of all the hostages being dead? That’ll make for some spicy firing + public disgrace + jail time if you’re wrong.
- mizzao 3y agoI read all the classic negotiations books and think this one is the only one you need to read. IMO its core idea is NOT "how am I supposed to do that", as other posters say, but the role of empathy and uncovering hidden information in high-stakes (or even regular) negotiations