#91 [BOOK] The art of negotiation, a reflection after reading “Never split the difference" by Chris Voss

Pure intellectual capacity and adherence to mathematical logic, where the sum of 1 and 1 unequivocally equals 2, are insufficient in unraveling the complexities of the negotiation process. In fact, the intricate relationship between negotiation and psychology is evident, highlighting that achieving successful negotiation requires a profound comprehension and utilization of psychological principles. These principles extend beyond the confines of straightforward logical reasoning. Moreover, delving into an understanding of human nature, encompassing its various facets, positions us to become more persuasive and assured negotiators.

Old-school negotiation style

Traditional negotiation approach involves:

• Detaching emotions from the issue at hand.
• Concentrating on the motivations driving the other party’s interests
• Striving for a mutually beneficial outcome (win-win)
• Establishing shared criteria to assess potential solutions.

The catch: Man has 2 systems of thought so called System 1 and System 2. System 1 represents fast, instinctive, and emotional thinking, while System 2 characterizes slow, deliberate, and logical thinking. According to Kahneman’s model, System 1 thinking is often more dominant and operates automatically, relying on intuition and quick judgments. In…