Author:

Chris Voss (with Tahl Raz)

Synopsis:

Written by a former lead international hostage negotiator for the FBI, this book applies crisis negotiation tactics to business. Chris Voss contends that traditional negotiation training, which emphasizes logic and "getting to yes," is flawed because it overlooks human emotion. He introduces "Tactical Empathy," a method that uses active listening and calibrated questions to shape the other party's perspective. These techniques are especially valuable for marketers, account managers, and sales professionals. The book explains how to use "labels" to reveal hidden motivations and "No-Oriented Questions" to give others a sense of control. Voss’s core message is that negotiation is a process of discovery, not confrontation. By developing emotional intelligence, professionals can build stronger client relationships, close better deals, and handle difficult conversations effectively. This practical, fast-paced guide demonstrates that effective listening leads to greater influence. It is recommended for anyone seeking to persuade or influence in a professional context.