Never Split the Difference - Chris Voss - Review
Chris Voss had spent 24 years in the FBI with a predominant role of negotiating life threatening hostage situations. Contrary to negotiation involving a business deal or even a low stake rental agreement, a ransom demand in return for release of hostages is a different ball game altogether. However, Chris having negotiated countless hostage situations, picks up the nuances learnt during those tense encounters and draws a framework that can be applied in non hostile environments as well. In the 1980’s, business schools even with the likes of Harvard proposed the theory that humans are rational actors and try to gain maximum value for themselves during a negotiation. However, research during subsequent decades proved to be contrary for the following reasons (i) Framing Effect - Depending on how a proposal is framed, the response evoked from the recipient can be different (ii) Loss Aversion - An inclination towards unwarranted risk for the sake of avoiding a loss (iii) Cognitive Bias -