You can prepare for surprises during a negotiation by doing thorough research and gathering as much information as possible about the other party and the subject matter. This will help you anticipate potential issues and prepare responses in advance. Additionally, maintaining a flexible and open-minded attitude can help you adapt to unexpected situations. It's also important to stay calm and composed, even when faced with surprising information or demands.

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Never Split the Difference by Chris Voss

Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...

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Not every negotiation is as high stakes as a hostage situation where lives are on the line; but in any negotiation emotions can run high and you can be blindsided by surprises. Whatever you are trying to achieve, remember that every negotiation is a process of discovery. Your aim is to uncover as much information as possible.

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In salary negotiations, it is important to be well prepared and gather as much information as possible. You should know what your skills and experiences are worth on the market and what the company typically pays. It is also helpful to highlight your achievements and contributions to the company.

Negotiations are a process, so be prepared to compromise and be flexible. It is also important to stay calm and professional, even when emotions run high. Remember, the goal is not to "win", but to reach an agreement that is fair for both sides.

The specific strategies used in hostage negotiations are not mentioned in the content. However, based on general knowledge, some strategies include establishing communication, building rapport, showing empathy, and using active listening skills. The goal is to de-escalate the situation and ensure the safety of all involved.

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