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Getting to Yes: Negotiating Agreement Without Giving In
Can I gain control over something the other party needs?
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
being right isn’t the key to a successful negotiation—having the right mindset is.
Chris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.