Read it for
- Active listening
- Negotiation
- Scope conversations
What’s inside
Voss and Raz describe negotiation tactics associated with Voss’s experience as an FBI hostage negotiator, including listening, calibrated questions and tactical empathy.
Bring it to your work
Before a scope conversation, write down what the client needs, what your team can deliver and which questions would clarify the gap. Adapt the book’s high-stakes examples carefully to ordinary business relationships.
Edition & source notes
The reference below identifies the material checked for this listing. It may differ from the format offered by the main book link.
- Reference edition
- Hardcover reference edition
- Format
- hardcover
- Reference edition date
- 17 May 2016
- ISBN-13
- 9780062407801
Publisher or author description reviewed. Sources checked . Book not read in full.
Editorial human-skills shelf addition based on the linked publisher or author description. This is a short reading-context note, not a review of the full book. Edition and date refer to the ISBN-linked reference edition when confirmed.
Source facts and reading prompts prepared with AI assistance. The named authors and linked publishers retain credit for the original work. Source verification is separate from an assessment of current platform tactics.
Take the idea off the page.
In a recent client negotiation, what did you learn by listening before proposing a solution?
Talk with the collective
