Never Split The Difference Audiobook Online Listen 2021 -

Voss’s philosophy centers around . Unlike older negotiation models that rely on rigid logic and mathematical compromises (the old "let's meet in the middle" approach), Voss argues that humans are inherently irrational and driven by emotion.

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Replace aggressive demands with open-ended questions that begin with "How" or "What." Asking "How am I supposed to do that?" forces the other party to look at your problem and design a solution for you, all while making them feel like they are in control. 4. The Power of "No"

Repeating the last few words of what someone said to build rapport and encourage them to keep talking. : Excerpts and short summaries, such as the

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Identify and name the emotions of your counterpart. Phrases like "It looks like you are hesitant about this timeline" validate their feelings and disarm negative roadblocks without making them defensive. 3. Beware of "Yes," Master "No"

Conclusion

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