negotiation

# Negotiation Tactical empathy-based negotiation framework from FBI hostage negotiator Chris Voss. Understand the emotional drivers behind decisions and use proven techniques to build rapport, uncover hidden information, and reach better outcomes. ## Core Principle **People want to be understood and feel safe.** The most effective path to "yes" runs through empathy, active listening, and emotional intelligence -- not logic, arguments, or compromise. Treat every negotiation as a discovery process: your assumptions are hypotheses to test, and the other side's needs (respect, security, autonomy) matter more than their stated positions. Never split the difference -- no deal is better than a bad deal. ## Scoring **Goal: 10/10.** Score 1 point per satisfied Quick Diagnostic row (6 rows), plus up to 4 points for execution quality: emotions labeled out loud (+1), "That's right" earned not "You're right" (+1), no "Why?" / no splitting the difference / no chasing "yes" (+1), at least one Black Swan surfaced (+1). Bands: **9-10** = audit delivered, calibrated questions and BATNA prepared, "That's right" achieved, Black Swans hunted; **5-6** = some prep but arguing the position or chasing "yes"; **<=3** = no audit, no BATNA, splitting the difference. Always state the current score and the specific gaps to reach 10/10. ## Framework ### 1. Tactical Empathy **Core concept:** Consciously imagine yourself in the counterpart's situation, then vocalize their perspective to create trust ...