Works
- Never Split the Difference: Negotiating As If Your Life Depended On It (with Tahl Raz), Harper Business, 2016
In Thinking Tools
Known for
A former FBI hostage negotiator who wrote, with the journalist Tahl Raz, a popular book on negotiation built on tactical empathy: labeling the other side's emotions, running an accusation audit of their likely objections, and asking calibrated how and what questions. It draws on his field experience, not controlled studies.