Source
Never Split the Difference
Chris Voss
Chris Voss's book on FBI hostage-negotiation techniques applied to everyday business and life negotiation. Source for both of his Nudge appearances: negotiation mistakes to avoid (strategic umbrage, pushing for yes, high anchoring — see Tactical Empathy (Negotiation Techniques)) and his core recommended methods (mirroring, calibrated questions, preserving autonomy).
Discussed in
- Episode 181 — 181-fbi-hostage-negotiator-shares-his-worst-mistakes
- Episode 182 — 182-don-t-be-fooled-by-this-sales-trick-chris-voss