[ethbr0]

+1

One key component that Voss spends a lot of time on -- if your counterparty comes out a negotiation feeling like they lost, everyone loses.

The outcome of a successful negotiation is that a fair deal is struck, and everyone feels good (or at least not bad) about it.

There are very few situations in the real world that are true one-offs, where you'll never have to interact with that counterparty again. Consequently, scorched-Earth is a poor long-term approach.