Former FBI hostage negotiator — author of Never Split the Difference — founder of The Black Swan Group — who created the most widely read negotiation training based on FBI crisis negotiation techniques.
Creates the tactical empathy negotiation framework — Never Split the Difference translates FBI hostage negotiation techniques (calibrated questions, mirroring, tactical empathy, the accusation audit) into business negotiation training; its rejection of the Harvard principled negotiation model in favor of behavioral influence is the most significant challenge to the dominant negotiation paradigm.
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