Section 1 – Voss's History and Discovering An Effective Negotiation...8
Section 2 – Empathy As The Foundation......................................................10
Empathy Principle 3 – “No” Before “Yes”....................................................16
Empathy Principle 4 – Get Them To Say “That's Right”..........................19
Empathy Principle 5 – Alter Their Reality....................................................21
Empathy Principle 6 – Illusion of Control.....................................................24
Empathy Principle 7 – Guarantee Execution...............................................26
Empathy Principle 8 – Bargain Hard.............................................................30
Empathy Principle 9 – Uncover The Unknown...........................................36
Section 3 - Preparing for Your Next Negotiation.......................................39
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MW Summary Guide Disclaimer
This summary guide is in no way associated with and endorsed by Chris Voss. This publication is not intended to replace the original work. This publication is a unique summary guide of the original book, and is intended for informational purposes only. It includes some the main ideas, and quotes from the book along with unique commentary. All quotes from the book are properly referenced.
You are encouraged to purchase the original version; if you have not already. This publication has been presented solely for educational & informational purposes as a reference. While best efforts have been made in preparing this book; the author and publisher make no representations or warranties merchantability or fitness of use for a particular purpose. Neither the author, nor the publisher shall be held liable or responsible to any person or entity with respect to any loss or incidental or consequential damages caused, or alleged to have been caused, directly or indirectly, by the information contained herein.
Neither the author, nor the publisher shall be liable for any physical, psychological, emotional, financial, or commercial damages, including, but not limited to, special incidental, consequential, or other damages. You are responsible for your own choices, actions, and results. References are provided for informational purposes only and do not constitute endorsement of any websites or other sources. Readers should be aware that the websites listed in this book may be subject to change.