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Contrary to popular belief, effective negotiators don’t always play hardball and doggedly fight for their bottom line. Often, conducting a successful negotiation means relying on your listening skills. Good negotiators make calculated concessions to their adversaries and are always on the lookout for deals that ensure better outcomes for both parties. When it comes to mastery of the negotiation process, there is no better paradigm than Chris Voss, former lead international hostage negotiator for the FBI. Below is a compilation of Chris Voss’s problem-solving techniques and successful negotiation tactics.