A former FBI hostage negotiator on why empathy, not logic, wins negotiations — from salaries to car deals.
Voss argues that people are emotional before they are rational. The best negotiators slow things down, listen for what the other side really needs, and make them feel understood.
The book turns crisis-negotiation techniques into everyday tools: mirroring, labelling emotions, calibrated questions and knowing when “no” is actually a good sign.
Understanding the other side’s feelings gives you influence — agreement is not required.
Repeat the last few words someone said. It builds rapport and gets them to keep talking.
“It seems like…” defuses negative feelings and reinforces positive ones.
Ask “how” and “what” questions so the other side solves your problem for you.
Meeting in the middle often leaves both sides unhappy. Aim for the best deal, not a compromise.
SUN can turn this book into whatever format fits your day.
