Neuro Negotiations. How to Achieve Your Goals Using Brain Science

In negotiations, it is not rational arguments that prevail, but unconscious reactions. It is not formal logic, but the ability to set the context. And the winner is not the one who presses, but the one who knows how to influence, touching on the deep mechanisms of thinking. This book is a practical guide to negotiations based on neuroscience and the latest discoveries about the functioning of the brain and human psyche. Maxim Karpov, an entrepreneur and scientist with 25 years of experience, a member of the Expert Council of the Agency for Strategic Initiatives and the creator of the largest business club in Russia, reveals his author's methodology 'Neuroframing' - a system of techniques for changing the perception and behavior of the interlocutor by managing the context. You will learn: - How to switch the behavior of your opponent from aggression to cooperation with one phrase - Why a confident pause is more persuasive than 'long' arguments - How to change the course of negotiations if the dialogue has reached a deadlock - Which 'neuroframing' techniques turn conflict into a basis for partnership