Psychology & decisions
The mechanisms that make people say yes, and how to negotiate without splitting the difference.
Spørretimen Explained
A former FBI hostage negotiator on why you should never meet in the middle. A walk through the ideas in Chris Voss's Never Split the Difference – tactical empathy, mirroring, calibrated questions – and what holds outside a hostage situation.
Why do bad arguments sound so convincing? A walk through the most common fallacies – straw man, ad hominem, false dilemma, slippery slope and the rest – with everyday examples, and with the cases where they are not fallacies at all.
Social psychologist Robert Cialdini on the few mechanisms that make people say yes. A walk through the ideas in Influence – reciprocity, commitment, social proof, liking, authority and scarcity – and how to notice when they are being used on you.
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