Understnding others by listening and reading between the lines
At first I thought this book would be about thrilling negotiations with hostage takers and terrorists. And it is, to a certain extent.
Basically, the author claims that all previous beliefs on how to approach negotations were wrong in a way that they considered your counterpart to be a rational being. On the contrary, humans are first and foremost emotional. Their demands hide deeper inner fears and wishes. By trying to come closer, listening intently and reading between the lines,you may begin to understand all this in a matter of minutes.
The author guides you through several easy-to-learn and ready-to-implement tactics to help you achieve your goal in any negotiation interaction whatsoever,be it in business, relationships or other everyday encounters.
This is by no means a self-help psychology book with empty lines to be filled. It is interwoven with the author's personal experience as a former FBI negotiator, an academic, a CEO but also a father. At the same time it offers stories by his students or clients who make this approach seem so effective if you give it shot.
If you are making an effort to understand others on a deeper level, if you wish to win fair and square without inflicting harm on others, this book is for you.