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Negotiation Strategy Psychology

Admitting a Weakness as a Weapon: The Strongest Move That Looks Like a Mistake

I told the other side our claim carried a real risk of failing. Out loud, on the record. From that sentence on, they weighed every further word of mine differently — which was exactly what I needed.

Mgr. Jan Vytřísal

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Strategy Psychology Litigation

The Psychology of the Parties: How a Judge Decides, What Each Side Wants, Doesn't Know It Wants, and Says It Wants

The court is not a justice machine, the client doesn't really know their own interests, and the other side is lying most to themselves. A dense popular-science look at what current research says about the psychology of everyone in a legal dispute — from Danziger through Burton and Argyris to Stone, Patton & Heen.

Mgr. Jan Vytřísal

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