
Former FBI hostage negotiator reveals life-saving techniques that transformed business deals worldwide. Endorsed by Adam Grant and with 3 million copies sold, this 4.8-rated bestseller teaches tactical empathy that GORUCK's CEO made required reading. What high-stakes conversation could you win tomorrow?
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Imagine walking into a bank where a robbery has gone wrong. Hostages are terrified, the robber is desperate, and one wrong word could cost lives. What would you say? For over two decades, Chris Voss faced these life-or-death scenarios as the FBI's lead international kidnapping negotiator. Through these extreme situations, he discovered something revolutionary: everything we've been taught about negotiation is fundamentally wrong. Traditional negotiation wisdom emphasizes rational problem-solving and finding middle ground-"splitting the difference." But real-world negotiations reveal that humans aren't rational decision-makers. Even the most analytical minds are driven primarily by emotion. Daniel Kahneman's research confirms this: our emotional System 1 thinking guides our rational System 2 thinking, not vice versa. This insight transformed hostage negotiation after tragic failures at Ruby Ridge and Waco. The FBI realized that addressing the emotional core of human interaction-through techniques like active listening and tactical empathy-dramatically improved their success in saving lives. The implications extend far beyond hostage situations. Every day, we negotiate constantly with bosses, colleagues, family members, and service providers. By understanding that emotions drive decisions, we gain the ability to shape outcomes in all areas of life.
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Criado por ex-alunos da Universidade de Columbia em San Francisco
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Criado por ex-alunos da Universidade de Columbia em San Francisco

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