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Chapter 1: The New Rules

Humans suffer from cognitive bias… brain processes that literally distort the way we see the world.

Old school negotiations focused on the idea of rational, logical problem solving to deal with the other side. They preached that the key to successful negotiation was separating the person and any emotion from the process. However, in the 1980s, psychologist, Daniel Kahneman, and economist, Amos Tversky, showed that these old school ideas are not really how humans work. Kahneman won a Nobel Prize for his research and established “new rules” for how we think and relate to others.

Man has two systems of thought. The first is fast, instinctive, and emotional. The second is slow, deliberate, and logical. The first mode of thought is far more influential and steers our rational thought.

In this book, Chris Voss establishes the “new rules” of negotiation based on the principles and ideas of Active Listening and Empathy. These principles and techniques can transform any negotiation and get you what you want.