Negotiation
Three modern schools. What each gets right. Where they disagree. The serious version of a field that is mostly sold to you as a personality.
The three schools
Fisher and Ury on interests. Voss on tactical empathy. Bazerman and Malhotra on cognitive biases. The brief case for reading all three.
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Principled vs tactical
The Harvard school and the FBI school disagree about where to start. Each is right in different rooms — and the trick is knowing which room you're in.
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The cognitive biases
Anchoring. Framing. The contrast effect. Loss aversion. What Bazerman and Malhotra spent thirty years documenting about the ways negotiations go sideways.
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After Never Split the Difference
Three serious next reads — Getting to Yes, Negotiation Genius, 3-D Negotiation — each from a different school. Voss is one voice. He benefits from company.
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