[ethbr0]

Also, I saw a lot of parallels with Playing to Win by David Sirlin [0], about competitive gaming.

One of Sirlin's points is that the most common reason casual players lose is because they restrict themselves to a subset of legal moves. I.e. they play the game they think exists, or they think is "fair", rather than the rules as written.

Transposed into negotiation, Voss feels very similar to me. Whereas most people get distracted with the minutiae, or their feelings about the negotiation, or 1,000 other non-rule parts... he treats negotiation as game.

Not in the sense of "fun" or "lighthearted" (he worked for the FBI!), but in the sense of understanding all the actual rules, and using those rules to win.

[0] https://www.sirlin.net/ptw

[WJW]

I hadn't thought of the connection yet, but now that you mention it there are indeed a lot of parallels. Thank you for pointing this out! :)